Managing Director

Managing Director, Europe Middle East & Africa

The Managing Director, EMEA is the senior leader responsible for leading Accruent’s business across the EMEA region, driving market growth, customer success, and organizational effectiveness. This role serves as both the regional leader for EMEA and the Commercial Leader for the EMEA organization, overseeing direct sales, account management, customer success, solutions consulting, and regional engagement with strategic partners.

The Managing Director will shape regional strategy, accelerate go-to-market execution, build high-performing teams, and ensure alignment with Accruent’s global strategy. Success requires strong commercial acumen, cross-functional leadership, and the ability to drive scalable SaaS growth across Europe, with both direct and partner-led growth critical to the region’s success.

Key Responsibilities

1. Regional Leadership & Strategy

· Serve as Accruent’s senior leader for EMEA, accountable for regional growth, retention, profitability, and overall performance.

· Develop and execute the regional strategy aligned with global priorities, with a primary focus on growth and customer success across core European markets.

· Represent EMEA within Accruent’s global leadership forums, providing insights on customer needs, competitive dynamics, and market opportunities.

· Foster a strong, inclusive culture rooted in Fortive’s and Accruent’s values.

2. Commercial Leadership 

Sales & Account Management

· Lead the EMEA direct sales and account management teams to achieve ARR, retention, bookings, and pipeline targets.

· Ensure disciplined execution of go-to-market processes, including forecasting, territory planning, account prioritization, and deal governance.

· Drive a value-based selling culture focused on customer outcomes, new logo acquisition, and expansion across core European markets.

· Partner closely with Accruent’s Partner Leader to translate partner strategy into regional execution and growth.

· Ensure strong alignment between direct sales and partners, with clear rules of engagement and coordinated pursuit of customer and market opportunities.

· Build executive relationships with strategic partners and leverage the partner ecosystem as a distinct growth engine for EMEA.

Customer Success

· Oversee Customer Success to ensure onboarding quality, adoption, retention, and long-term customer value.

· Improve gross and net retention through proactive customer engagement, health monitoring, and success planning.

· Champion the voice of the customer, collaborating with Product, Support, and Engineering to remove friction and strengthen product-market fit.

Solutions Consulting

· Guide Solutions Consulting to deliver compelling demonstrations, technical expertise, and consultative support throughout the sales cycle.

· Build industry-specific solution expertise to improve win rates and accelerate time-to-value.

3. People & Organizational Leadership

· Build, coach, and scale a high-performing, customer-centric regional team across revenue, customer, and technical functions.

· Establish clear accountability, performance expectations, and talent development plans across the region.

· Strengthen collaboration between direct sales, partners, and global teams to improve execution and alignment.

4. Market Expansion & Ecosystem Development

· Identify and pursue strategic growth opportunities across priority European markets.

· Drive a balanced commercial strategy that maximizes both direct and partner-led growth as distinct and complementary growth engines.

· Work closely with the Partner Leader to strengthen strategic partnerships and regional market reach.

· Strengthen Accruent’s presence through thought leadership, industry events, and strategic customer and partner engagement.

5. Operational Excellence & Governance

· Drive operational rigor across forecasting, pipeline discipline, pricing, contract strategy, and deal quality.

· Maintain compliance with regional legal, regulatory, and financial requirements.

· Work closely with Finance, Legal, Marketing, Product, Customer Success, and Operations to ensure scalable processes and efficient execution.

Qualifications & Experience

· Proven senior leadership experience running a region or large business unit within a SaaS or enterprise software environment.

· Demonstrated success leading commercial functions including sales, account management, customer success, and pre-sales in growth or transformation environments.

· Strong understanding of European markets, with experience across key Accruent markets including the UK, Germany, Netherlands, Nordics, France, and Ireland.

· Relevant industry experience across Corporate, Retail, Education, Government, Utilities, Energy, and Oil & Gas, with a strong understanding of asset-intensive, facilities, workplace, and distributed enterprise environments.

· Experience driving growth through both direct and partner-led commercial motions, with the ability to work closely with regional and global partner leaders.

· Track record of building high-performing teams, developing talent, and establishing strong commercial discipline and accountability.

· Strategic thinker with strong operational execution skills, data-driven decision-making, and a focus on measurable business outcomes.

· Excellent communication skills and executive presence, with the ability to influence across global teams, partners, customers, and senior stakeholders.

Success Measures

· Achievement of ARR, retention, bookings, pipeline, and profitability targets for EMEA.

· Growth of new and existing markets across Europe through both direct and partner-led channels.

· Improvement in customer satisfaction, adoption, retention, and long-term customer value.

· Strength and stability of the EMEA leadership bench and commercial team performance.

· Regional execution quality, forecast accuracy, and alignment with global strategy.