Managing Director, Europe

Location: Preferably based in Paris (but open to other Europeans locations)

ABOUT POTLOC

Potloc is a global survey technology company specializing in delivering high-quality insights to top consulting and private equity firms. Our innovative approach ensures transparency, accuracy, and speed in market research. With a strong footprint in North America and Europe, Potloc is backed by $75M in funding and is the trusted partner for driving strategic decisions.

CONTEXT

Potloc is undertaking a significant strategic evolution for its Paris office. Formerly a global support hub, the Paris office is transitioning to become a high-performance, specialized European Revenue HQ. This comes at a pivotal moment. The US and UK regions are currently building towards full autonomy. During this transition period, the Paris office will act as a strategic anchor, supporting these emerging regions while aggressively capturing market share in Continental Europe. This region is notable as the launchpad for our initial work with key consulting and Private Equity (PE) clients.

MISSION

Your mandate is two-fold:

1- Transformation: Lead the shift of the Paris Commercial Team from its past role as a global sales hub to its current function as a regional support center that is fully responsible for the EU market, and prepare for its future as a specialist-led sales engine focused exclusively on the EU market as other regions achieve independence.

2- Growth: Own the revenue number for Europe, ensuring we become the dominant survey partner for PE and Consulting firms in these markets.

The Managing Director Europe will be responsible for leading the transformation and commercial growth of Potloc's European operations, reporting directly to the COO, driving revenue across Europe (France, DACH, Southern Europe) and deepening relationships with top-tier consulting and private equity firms. You will oversee the regional P&L, talent strategy, and commercial execution, shifting the Paris office into a specialized sales engine that establishes Potloc as the dominant player in the European market.

Key responsibilities & expected outcomes

• Regional Revenue Ownership: Drive significant commercial performance and increase our penetration rate across our primary markets. You own the forecast, the pipeline, and the close rates for these territories, with the following 2026 Revenue Targets

- France: (+20 % YoY)

- DACH: (+ 20% YoY)

- Rest of Europe: (+ 30% YoY)

• Commercial Team Leadership: You will lead and mentor the Sales team based in Paris. Your priority is to drive high performance, coach the team on best-in-class sales methodologies, and retain top "A-Players" to align with our aggressive growth targets.

• Strategic Incubation: While the UK and US markets mature, you will ensure your team provides the operational and sales support needed to help them achieve independence. You will work closely with the UK and US Managing Directors to ensure smooth resource allocation during this transition.

• Executive Reporting: Provide monthly updates on the European P&L, revenue forecasts, and margin analysis to the Co-founders and Executive Committee.

• Cross-Functional Alignment: Collaborate hand-in-hand with key support departments (Revenue Operations, Marketing, Operations) to structure the ecosystem your team needs to succeed. You are responsible for aligning these global resources with your regional strategy to ensure your sales reps have the inbound leads, enablement tools, and operational processes required to win.

Challenges & opportunities

• Global Client Leverage: Capitalize on our successful collaborations with top clients worldwide to generate new business opportunities and strengthen your market position.

• Top-of-Funnel Growth: Optimize outreach strategies to attract new clients and strengthen Potloc's market presence.

• Collaboration Across Teams: Ensure seamless integration between the EU office and Potloc's global teams.

• Talent Density: Foster a culture of high performance and ensure a continuously increasing density of top talent, balancing this with profitability and operational efficiency.

• Long-Term Client Relationships: Build lasting relationships with top consulting and private equity firms by driving repeat business and expanding commercial engagements through frequent survey-based projects.

KEY QUALIFICATIONS & COMPETENCIES

Must-Haves:

• Deep knowledge of how consulting and private equity firms operate: background working within consulting firms (e.g., McKinsey, Bain) or private equity firms, or experience leading teams selling primary research to these types of organizations, delivering actionable insights for strategic decision-making.

• At least 10 years of experience in B2B sales in the EU market.

• Experience scaling a business in the EU market.

• Experience working in a scale-up B2B tech company ($25M to $50M journey)

• Strong organizational and leadership skills, backed by credibility and proven experience in managing and scaling sales teams while consistently delivering results. 

• Ability to work asynchronously and collaborate across departments in a multicultural environment.

Other important considerations:

• Experience in primary research, expert networks, and survey-based insights.

• Thrives in an autonomous, fast-paced, and adaptable environment.

• Comfortable working with demanding clients

COMPENSATION & LOCATION

• Location: Preferably based in Paris (but open to other Europeans locations), with travel across EU for key client meetings as needed.

• Compensation: Attractive compensation package, offering total on-target earnings (OTE) ranging from €150K to €200K, based on experience and location, structured with a 50/50 split between base salary and performance-based incentives.

• Variable compensation: Based on EU revenue and gross profit.

• Stock options: Competitive stock options package based on job level

HIRING PROCESS

• Initial Screening (if not referred): Introductory call with our Talent Acquisition team to discuss your background, experience, and career aspirations.

• Co-founder Meeting: Conversation with Louis Delaoustre, who leads revenue at Potloc, to align on vision, impact, and expectations for the role.

• Technical Assessment: A case study or practical exercise to evaluate your problem-solving skills and expertise.

• Executive Committee & Board Member Meeting: Final conversation with senior leadership and a board member to ensure strategic alignment and long-term potential.

• EU Team Meeting: Discussion with key team members to assess collaboration, culture fit, and role integration

• Job offer

Please note: the recruitment process may be subject to change.