Job description
The Opportunity
We're looking for an experienced commercial operator to take over and scale our Benelux go-to-market motion for Mobilexpense. This isn't a greenfield build, you'll be inheriting an existing sales team, customer base, and pipeline in our home market, then optimizing and scaling what works.
Benelux is our most established market with an active team in Amsterdam. You'll have the foundation in place, but the challenge is turning good into great: improving conversion rates, accelerating deal velocity, and building a scalable, repeatable sales and GTM engine.
This is a high-visibility role with direct access to leadership, cross-functional teams, and the resources to be successful.
What You'll Own
You are the commercial leader for Benelux, accountable for pipeline, revenue, team performance, and market execution.
1. Team Leadership & Performance
Inherit and develop the existing sales team
Drive individual and team quota attainment through coaching, pipeline management, and performance accountability
Assess current team capabilities and make decisions on retention, development, or hiring needs
Build a high-performing sales culture focused on outcomes, not activity
2. Revenue & Pipeline Optimization
Own Benelux revenue target and pipeline goals
Improve current metrics: increase win rates, reduce sales cycle time, improve forecast accuracy
Identify and fix bottlenecks in the existing sales process
Scale what's working, fix or kill what isn't
3. Go-to-Market Execution
Refine and optimize current GTM strategy (messaging, positioning, channels)
Run localized experiments to improve conversion and pipeline generation
Adapt messaging and sales plays based on Benelux market feedback
Work cross-functionally with marketing, partnerships, and product to align on campaigns and execution
4. Partnership Ecosystem
Evaluate and optimize existing partner relationships (ERP, HR/payroll, travel, accountants)
Activate 3-5 high-value strategic partnerships that drive repeatable pipeline
Build partner-sourced revenue as a meaningful channel (target: 20-30% of pipeline)
5. Market Intelligence & Strategic Input
Represent Benelux market insights to product, marketing, and leadership
Provide real-time competitive intelligence and buyer behavior trends
Shape company strategy with on-the-ground perspective from our home market
Be the voice of the customer internally
How You'll Collaborate
You'll report directly to, Salvador, the Chief Product Officer & Mid-Market Business Owner, and work closely with:
Product: Influence roadmap based on customer feedback and market needs
Marketing: Co-create campaigns, refine messaging, drive demand generation
Partnerships: Design and execute partner programs
Sales Operations: Optimize CRM, processes, tooling, and forecasting
Key difference from other country leads: You're in Amsterdam (HQ), so you'll have more visibility and access to leadership and cross-functional teams. This means more collaboration but also higher expectations.
Success Metrics (First 6 Months)
Team Performance:
✅ Team quota attainment: Benelux revenue target achieved
✅ Individual AE performance: Each rep hitting or exceeding quota
✅ Pipeline health: Consistent 3-4x coverage maintained
Sales Efficiency:
✅ Win rate improvement: Increase from current baseline.
✅ Sales cycle reduction: Decrease average deal cycle.
✅ Forecast accuracy: <15% variance quarter-over-quarter.
Market Execution:
✅ Partner pipeline: 3-5 active partners generating 20%+ of opportunities
✅ GTM experiments: 2-3 localized campaigns tested and evaluated each quarter
✅ Documented playbook: Repeatable sales process and best practices captured
Job requirements
Who You Are
You're an experienced sales leader who knows how to inherit, assess, and improve an existing sales organization. You've done this before: you've walked into a team, figured out what's working and what's not, and made it better.
Must-Haves (Non-Negotiable)
Experience:
5-8+ years in B2B SaaS sales, with at least 2-3 years managing/leading sales teams
Proven track record of improving sales team performance (not just maintaining)
Experience inheriting and optimizing existing sales structures (not just building from scratch)
Native or business-fluent Dutch + English required
Skills:
Strong people management: Can coach, develop, and hold AEs accountable
Process-oriented: Can assess current sales process and systematically improve it
Data-driven: Uses metrics to diagnose problems and measure improvements
Cross-functional leadership: Can coordinate with marketing, product, partnerships without formal authority
Change management: Can lead a team through transition while maintaining performance
Analytical skills and AI proficiency: all team members are expected to demonstrate strong analytical capabilities and make smart use of AI tools, whatever helps them work smarter and drive results in their role.
Mindset:
Bias toward action and continuous improvement
Comfortable with ambiguity but brings structure where needed
Direct communicator who gives honest feedback
Thrives in high-visibility, high-accountability environments
Nice-to-Haves
Experience in HR tech, fintech, T&E, or ERP ecosystems
Background in mid-market B2B sales
Previous experience as country lead or regional sales manager
Exposure to revenue operations or sales enablement
Experience working in scale-up environments
What We're NOT Looking For
❌ Pure individual contributors who haven't managed teams
❌ Managers who only know how to build greenfield, not optimize existing
❌ People who need extensive corporate structure and support
❌ Those focused on title/hierarchy over rolling up sleeves
❌ Anyone uncomfortable with fast-moving, flat organizational culture
Why This Role Matters
Benelux is our home market and proving ground. What you build here becomes the blueprint for future markets.
As Benelux market Lead, you will:
Set the standard for what great market lead execution looks like
Own the commercial engine in our most established market
Shape the playbook that scales across Europe
Have high visibility with leadership and the board
Unlock your own growth: Prove the model here, expand into multi-country leadership
This is a high-impact, high-visibility role with real autonomy and upside.
Growth Path
Phase 1 (Months 0-6): Inherit team, assess performance, implement improvements, hit targets
Phase 2 (Months 6-18): Scale what's working, potentially add 1-2 AEs as pipeline grows, optimize processes
Phase 3 (18+ months): Expand scope to multi-country leadership or evolve into broader GTM role
Growth unlocks growth. Prove you can scale Benelux, and bigger opportunities open up.
Why Join Mobilexpense?
We’re not a giant enterprise. We’re a growing B2B SaaS scale-up with 3,000+ customers and big ambitions. Here, you’ll be empowered to build, test, and own your growth engine—without red tape or layers of approvals.
Work with a diverse, international team (27 nationalities, 47% female representation)
Direct access to leadership, flat structure, high transparency
Offices in Belgium, Netherlands, Germany, Sweden, Portugal, and Romania
A clear mission: make life easier for finance teams, HR, and employees across Europe
Welcome to Mobilexpense where your skills drive progress and innovation!
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