Regional Director, Sales

About Dotfile

Dotfile’s mission is to unlock financial innovation by making compliance simple, safe and smart . We help financial institutions verify their business customers anywhere in the world in seconds . Thanks to our all-in-one KYB platform, our clients are able to automate onboarding tasks, reduce risk and launch new markets and products faster.

As more businesses need to comply with increasingly complex regulations, they need to choose between purchasing decades old software or building their own compliance infrastructure. We believe that there is a better way and that this is the perfect time to realize our vision of creating the modern Operating System for Compliance .

Dotfile is a SaaS startup born out of the startup studio eFounders (now Hexa) in late 2021. We have since become one of the fastest growing KYB player in Europe , serving customers in 8 countries, among which leading fintechs unicorns.

We recently raised an additional $6M from Seaya Capital, bringing our total funding to over $9M. Previous investors include Serena Capital, Kima Ventures, and top fintech operators. We are a team of 15, mostly based in Paris, with a passion for crafting great software blazingly fast and working hand in hand with our customers to find innovative solutions to their most important problems.

Overview

As a Regional Director, Sales you will be part of the leadership team, reporting directly to the CRO. You will be leading a team of Account Executives. Now that the company has a repeatable sales motion, your task will be to build a well-oiled revenue engine. You will drive ARR growth by hiring and developing sales talents, lead expansion in new geographies and segments, and set an upmarket trajectory to increase ACV.

The position is based in Paris and frequent travel is to be expected.

Responsibilities

• Participate in the definition of acquisition, retention and expansion strategies that align with business goals. Spearhead our internationalisation efforts,
• Work with your team to identify, nurture and execute on key opportunities to drive high value deals, serve as an Executive Sponsor for critical customer and prospect relationships
• Build, mentor, and lead our sales team to exceed targets. Implement effective recruitment strategies to assemble a top-tier sales force
• Oversee the creation of training programs, sales materials, and a comprehensive onboarding process. Own SalesOps, including revenue forecasting and tooling
• Develop and maintain a strong network of customers, partners, and industry thought-leaders
• Implement and operate the outbound acquisition machine ;
• Lead cross-functional initiatives with Marketing, Product and Solution Consultants to address new market segments
• Be an ambassador for the company, participate in industry events and represent Dotfile

About You

• Over three years of sales leadership experience in Enterprise SaaS or Fintech, ideally in the compliance and fraud sectors, utilizing a proven sales playbook (MEDDPICC, Command of the Message) and consistently exceeding quota and revenue goals.
• Experience within the Financial Services industry
• Prior success selling into large, complex environments with multiple decision makers
• Proven track record of helping VC-backed startups go from $1M ARR to $10M ARR
• Strong technical acumen and project management skills coupled with a data-driven mindset
• Extensive knowledge and proven experience in conducting business across various sectors in the EMEA region. Native-level English and French proficiency
• Successful experience building, managing and retaining high performing teams across multiple markets
• A proven ability to build connections with industry subject matter experts and customer executives
• Outstanding communication skills, high energy and deep empathy
• Willingness to embark on the startup journey, get your hands dirty and close deals yourself

What we offer

• A front row seat at a fast-growing startup with global ambitions
• CEO and Board exposition
• Competitive salary and equity package
• Ability to work from our Paris Office

The interview process

• Round 1: First conversation to get to know you, understand what drives you, and explore why this role excites you.
• Round 2: Two-part discussion where you'll walk us through your career journey and the choices that shaped it, followed by a values-based conversation where you'll share real examples of how you demonstrate Ownership, Pace & Intensity, High Standards, and Resilience.
• Round 3: Deep dive into one of your key projects with someone from a different team, offering a fresh, cross-functional perspective on how you work.
• Round 4: Practical exercise, case study tailored to the role, giving you the opportunity to showcase your skills on a real-world challenge.
• Round 5: Final conversation with our founders to discuss your long-term vision and explore how you see yourself growing with us.