Sales Director, EMEA

Description

We are Utila, an enterprise-grade platform that powers digital asset operations for more than 200 global institutions. Our technology secures $15B+ in monthly transaction volume and has protected over $100B to date. Backed by $50M in funding, Utila is growing fast with a rapidly expanding global customer base.

We build mission-critical infrastructure for institutions operating in the digital asset space, where security, reliability, and scale are non-negotiable. Our customers include fintechs, trading firms, payment companies, and enterprises managing large-scale digital asset operations.

If you’re driven by complex sales cycles, enterprise buyers, and building revenue in emerging markets, you’ll feel right at home here.

We’re looking for a Sales Director, EMEA to own and scale Utila’s enterprise revenue across Europe, the Middle East, and Africa.

This is a senior, high-impact role responsible for driving new logo acquisition, expanding strategic accounts, and building strong executive relationships with institutional customers. You’ll work closely with Marketing, Product, and Leadership to define go-to-market strategy, close complex deals, and position Utila as the category leader in institutional digital asset infrastructure.

If you thrive in consultative enterprise sales, enjoy navigating long sales cycles, and know how to turn complex technology into business value, this role is for you.

Responsibilities

What You’ll Do

• Own Utila’s enterprise sales motion across EMEA, driving new business, managing strategic accounts, and consistently closing high-value deals.
• Lead complex, multi-stakeholder sales cycles with C-level executives, security teams, compliance, and technical buyers.
• Build and execute a regional GTM strategy in collaboration with Marketing and Leadership, identifying priority markets, ICPs, and verticals.
• Develop strong executive relationships with customers and partners, positioning Utila as a long-term strategic infrastructure provider.
• Work closely with Product and PMM to provide market feedback, influence roadmap priorities, and refine messaging.
• Own pipeline forecasting and revenue targets, maintaining high standards of deal qualification, CRM hygiene, and reporting.

Requirements

What We’re Looking For:

• 7+ years of enterprise B2B SaaS sales experience, with a strong track record of closing complex, high-ACV deals in EMEA.

• Experience selling technical or infrastructure products, ideally in fintech, crypto, security, payments, or regulated environments.

• Proven ability to navigate long sales cycles and manage multiple stakeholders across business, legal, compliance, and engineering teams.

• Strong consultative selling skills, with the ability to translate complex technology into clear business value.

• High ownership, autonomy, and execution mindset, comfortable operating in a fast-growing startup environment.