Director, Sales - EMEA | Luma
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What you'll do
- Lead Territory & Named Account Strategy: Own the design and execution of a segmented go-to-market approach across EMEA — balancing territory coverage with focused, strategic named accounts across life sciences/pharma, specialty chemicals, CPG, F&B, F&F, and energy. Direct how the team allocates coverage and effort across this segmentation.
- Manage and Develop a Regional Team: Lead, coach, and develop a team of Account Executives, Associate Account Managers, and ISRs — driving pipeline generation, deal execution, and career growth across the team. Instill a repeatable, metrics-driven sales methodology and hold the team accountable to it.
- Sell Across the Full Digital Thread: Position and sell solutions spanning ELN, LIMS, CDS, SDMS, PLM, MES, and Enterprise Cloud/SaaS platforms — connecting R&D, Tech Transfer, and Production into a single digital thread. Translate the value of Data Science & Analytics, AI, and agentic/orchestration capabilities into compelling narratives for scientific, operational, IT, and executive audiences.
- Solution Selling with Impact: Coach your team to go beyond the software and solve critical business and scientific challenges — ensuring pitches are customized to resonate with scientists, plant and quality leaders, IT, and C-suite stakeholders across multiple industries.
- Pipeline Generation Powerhouse: Direct pipeline-building efforts across multiple personas within each account, leveraging an established global user base, ABM, cold outreach, warm referrals, partner-sourced leads, and events. Ensure the team has the coverage and tools to execute consistently.
- Negotiation & Closing Excellence: Support and unblock complex, multi-national negotiations from discovery to signature, helping the team navigate organizational and procurement complexity to secure high-value, 7-figure+ deals.
- Strategic Account Management: Build trust and long-term partnerships across named accounts, ensuring solutions align to both scientific/technical goals and broader operational and business objectives.
- Collaborate Across Siemens: Work closely with the broader Siemens Digital Industries Software organization — including adjacent business units, industry verticals, and shared account teams — to bring the full weight of the Siemens portfolio to bear on customer challenges and expand deal scope.
- Leverage Partners & Channels: Working with our Partners & Channels leader to build and activate relationships with systems integrators (e.g., Accenture, Deloitte, Capgemini, TCS) and technology partners (e.g., AWS, Microsoft, Databricks, Snowflake, GCP) to extend reach, accelerate deal cycles, and co-sell into strategic accounts.
- Driving Process & Execution: Follow a best-in-class enterprise sales framework to build a scalable, repeatable success model — coaching the team in best practices to maximize efficiency and win rate.
- Cross-Team Collaboration: Partner closely with marketing, product, customer success, and partners to deliver a seamless customer experience and drive sustained regional growth.
- ABC — Always Be Curious: Stay ahead of industry trends, competitive dynamics, and emerging technologies (especially in automation, orchestration, and AI) across every vertical you cover.
What they're looking for
- Experience across Life Sciences/Pharma and at least one adjacent industry (Specialty Chemicals, CPG, Food & Beverage, Fragrance & Flavor, or Energy)
- Deep familiarity with the R&D-to-Tech-Transfer-to-Production digital thread
- Working knowledge of relevant solution categories: ELN, LIMS, CDS, SDMS, PLM, MES, Enterprise Cloud/SaaS, Data Science & Analytics, AI, and agentic/orchestration platforms
- Proven people leadership — hiring, coaching, and developing AEs, Associate Account Managers, and/or ISRs
- Executive presence — able to align with senior leadership internally and externally, and execute against it
- Advanced communication and presentation skills, both internal and external (including public speaking)
- Demonstrated sales performance, both individually and through a team
- Experience navigating and closing complex, multi-national, multi-agency contracts and relationships
- Experience selling to large enterprises ($1B+ in revenue) and/or Cloud and Service Providers
- Proven track record of closing deals larger than $1M in ACV
- Proven track record of team success and quota attainment
- Strong pipeline-generation discipline — success landing new logos and driving expansion within existing accounts
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
Our Why At Dotmatics
At Dotmatics, a Siemens company, we believe science, data, and decision-making must be deeply intertwined for innovation to thrive. Our Portfolio includes Luma, LumaLab Connect, ELN Platform, Graphpad Prism, Geneious, SnapGene, Protein Metrics, OMIQ, FCS Express, LabArchives, NQuery, EasyPanel, SoftGenetics and Virscidian.
We have a vision for a new Lab of the Future that will change the future of scientific research.
We have created the world’s most comprehensive digital science platform – best-of-breed software applications already used by more than 2 million scientists, together in a single ecosystem united by a powerful, flexible enterprise data platform. This is not flat data buried away in digital graveyards. This is dynamic, multi-dimensional decision-making.
Scientific enterprises need a new level of effectiveness to achieve tomorrow’s breakthroughs. Illness will not wait. The biosphere will not wait. We are tireless in our vision, because the time for innovation is now.
Shaping the Future of Science At Dotmatics
Our global team of more than 800 colleagues are dedicated to supporting our customers in over 180 countries. Together, with our scientific community of users, we accelerate scientific innovation in order to make the world a healthier, cleaner, and safer place to live.
You’ll join a collaborative, global team pushing the boundaries of scientific innovation. Your ideas and efforts will have a tangible impact, accelerating scientific progress and discovery. We offer a dynamic, remote-friendly environment that fosters high integrity and collaboration, empowering you to excel. Dotmatics is a company built by scientists, for scientists. Combined, we are now the world’s largest cloud-based scientific research R&D platform. We need your help to keep growing and pioneering the future.
We are Science Driven. We are Customer Centric. We are Better Together.
What do we need
Ready to shape the future of digital transformation across Life Sciences, Chemicals, CPG, Food & Beverage, Fragrance & Flavor, and Energy? Let's make it happen.
We're looking for a high-energy, results-driven Director, Sales – EMEA to lead our territory and named account strategy across the region. This role covers the full breadth of R&D, Tech Transfer, and Production — the entire digital thread from molecule (or formulation) to product.
To be successful in this role, you should have a background in one or more of the following: Life Sciences (Biology, Chemistry, or related scientific discipline), Chemical/Materials Science, or direct experience selling enterprise scientific, laboratory, or manufacturing software. Perhaps you were a scientist, engineer, or R&D leader who has since moved into commercial sales — that path is welcome here.
As Director, you will lead, coach, and develop a regional team of Account Executives, Associate Account Managers, and Inside Sales Representatives (ISRs) across territory and named accounts. This position is central to our EMEA go-to-market strategy and offers significant scope to shape how we grow across a diverse, multi-industry account base.
You'll build deep relationships with the world's leading Life Sciences, Pharma, Specialty Chemicals, CPG, Food & Beverage, Fragrance & Flavor, and Energy organizations — understanding their complex operational and scientific challenges, and delivering solutions that unlock efficiency, quality, compliance, and competitive advantage across their R&D, Tech Transfer, and Production environments.
This role has incredible potential for the right person to shape and grow a region.
If you thrive on selling complex, cross-portfolio SaaS solutions into industrial and scientific markets, navigating intricate multi-stakeholder buying processes, collaborating across a large matrixed organization, and leading a team through ambitious growth targets — this role is for you.
In this role you will get to:
Lead Territory & Named Account Strategy: Own the design and execution of a segmented go-to-market approach across EMEA — balancing territory coverage with focused, strategic named accounts across life sciences/pharma, specialty chemicals, CPG, F&B, F&F, and energy. Direct how the team allocates coverage and effort across this segmentation.
Manage and Develop a Regional Team: Lead, coach, and develop a team of Account Executives, Associate Account Managers, and ISRs — driving pipeline generation, deal execution, and career growth across the team. Instill a repeatable, metrics-driven sales methodology and hold the team accountable to it.
Sell Across the Full Digital Thread: Position and sell solutions spanning ELN, LIMS, CDS, SDMS, PLM, MES, and Enterprise Cloud/SaaS platforms — connecting R&D, Tech Transfer, and Production into a single digital thread. Translate the value of Data Science & Analytics, AI, and agentic/orchestration capabilities into compelling narratives for scientific, operational, IT, and executive audiences.
Solution Selling with Impact: Coach your team to go beyond the software and solve critical business and scientific challenges — ensuring pitches are customized to resonate with scientists, plant and quality leaders, IT, and C-suite stakeholders across multiple industries.
Pipeline Generation Powerhouse: Direct pipeline-building efforts across multiple personas within each account, leveraging an established global user base, ABM, cold outreach, warm referrals, partner-sourced leads, and events. Ensure the team has the coverage and tools to execute consistently.
Negotiation & Closing Excellence: Support and unblock complex, multi-national negotiations from discovery to signature, helping the team navigate organizational and procurement complexity to secure high-value, 7-figure+ deals.
Strategic Account Management: Build trust and long-term partnerships across named accounts, ensuring solutions align to both scientific/technical goals and broader operational and business objectives.
Collaborate Across Siemens: Work closely with the broader Siemens Digital Industries Software organization — including adjacent business units, industry verticals, and shared account teams — to bring the full weight of the Siemens portfolio to bear on customer challenges and expand deal scope.
Leverage Partners & Channels: Working with our Partners & Channels leader to build and activate relationships with systems integrators (e.g., Accenture, Deloitte, Capgemini, TCS) and technology partners (e.g., AWS, Microsoft, Databricks, Snowflake, GCP) to extend reach, accelerate deal cycles, and co-sell into strategic accounts.
Driving Process & Execution: Follow a best-in-class enterprise sales framework to build a scalable, repeatable success model — coaching the team in best practices to maximize efficiency and win rate.
Cross-Team Collaboration: Partner closely with marketing, product, customer success, and partners to deliver a seamless customer experience and drive sustained regional growth.
ABC — Always Be Curious: Stay ahead of industry trends, competitive dynamics, and emerging technologies (especially in automation, orchestration, and AI) across every vertical you cover.
We are looking for someone with significant sales leadership experience across Life Sciences, Specialty Chemicals, CPG, or adjacent process/scientific industries — someone equally comfortable engaging Senior Leadership, C-suite, R&D, Manufacturing, Quality, and IT stakeholders, and influencing multi-dimensional decision-making across a matrixed, multi-country region.
You're entrepreneurial, curious, and have a strong track record in complex enterprise SaaS sales — ideally across data management, laboratory/manufacturing informatics, automation, orchestration, or AI solutions. You're comfortable selling into accounts where budget isn't pre-established, and you know how to build the business case that creates it.
The key skills we are looking for:
- Experience across Life Sciences/Pharma and at least one adjacent industry (Specialty Chemicals, CPG, Food & Beverage, Fragrance & Flavor, or Energy)
- Deep familiarity with the R&D-to-Tech-Transfer-to-Production digital thread
- Working knowledge of relevant solution categories: ELN, LIMS, CDS, SDMS, PLM, MES, Enterprise Cloud/SaaS, Data Science & Analytics, AI, and agentic/orchestration platforms
- Proven people leadership — hiring, coaching, and developing AEs, Associate Account Managers, and/or ISRs
- Executive presence — able to align with senior leadership internally and externally, and execute against it
- Advanced communication and presentation skills, both internal and external (including public speaking)
- Demonstrated sales performance, both individually and through a team
- Experience navigating and closing complex, multi-national, multi-agency contracts and relationships
- Experience selling to large enterprises ($1B+ in revenue) and/or Cloud and Service Providers
- Proven track record of closing deals larger than $1M in ACV
- Proven track record of team success and quota attainment
- Strong pipeline-generation discipline — success landing new logos and driving expansion within existing accounts
- Experience collaborating across a large, matrixed organization (Siemens-scale or similar) and leveraging SI/technology partners and channels
- Process-oriented, with strong organizational and project/program management skills
- Metrics-based, disciplined approach to sales methodology
- First-principles approach to problem solving
- Ability to research, synthesize, and articulate value propositions across diverse industries
Research shows us the confidence gap and imposter syndrome can get in the way of meeting outstanding candidates, so please don’t hesitate to apply — we’d love to hear from you.
By submitting your application, you agree that Dotmatics may collect your personal data for recruiting, global organization planning, and related purposes. Dotmatics Privacy Notice explains what personal information we may process, where we may process your personal information, our purposes for processing your personal information, and the rights you can exercise over Dotmatics use of your personal information.
Dotmatics is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work.
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