Director of Sales EMEA

Papaya Global is a rapidly growing, award-winning B2B tech unicorn with an ambitious mission to revolutionize the payroll & payments industry. With over $400M raised from multiple tier-one investors, our innovative technology provides a comprehensive solution for managing global workforces, encompassing everything from hiring and onboarding to managing and paying employees in over 160 countries.

We’re looking for a highly experienced and driven Director of Sales to join our Sales team. In this role, you will lead and develop a team of sales professionals while remaining hands-on in driving strategic deals and expanding Papaya’s presence with Enterprise and mid-sized international companies.

You will play a key role in scaling our sales activities while selling Papaya's cutting-edge platform that simplifies global payroll, payments, and workforce management.

Key Responsibilities

Sales Leadership & Team Management

• Lead, mentor, and develop a team of Account Executives, supporting them throughout the full sales cycle.
• Drive team performance and ensure the achievement of revenue targets and sales goals.
• Provide coaching, deal support, and strategic guidance to the team.

Strategic Business Development

• Identify and develop new business opportunities with mid-market and enterprise global organizations.
• Build relationships with senior stakeholders and decision-makers within target accounts.
• Play a key role in strategic and complex deals.

Hands-On Sales Execution

• Remain actively involved in the sales process, supporting and closing high-value opportunities.
• Deliver compelling, tailored demos and presentations to senior stakeholders.
• Manage strategic deals from early engagement through closing.

Consultative Selling

• Develop a deep understanding of client challenges related to global payroll, compliance, and international workforce management.
• Position Papaya’s platform as a strategic solution that delivers measurable value and ROI.

Cross-Functional Collaboration

• Work closely with Product, Marketing, and Operations teams to align client needs with platform capabilities.
• Provide feedback from the field to support product and go-to-market improvements.
• Leverage AI-driven tools and sales intelligence capabilities to improve pipeline management, deal prioritization, forecasting accuracy, and customer targeting strategies.
• Use AI-assisted insights to enhance deal execution, including preparation for executive-level conversations, objection handling, and competitive positioning in complex enterprise sales cycles.

Requirements

• 8+ years of experience in B2B SaaS sales with a strong track record of closing complex deals.
• Previous experience in a sales leadership role (Team Lead / Manager / Director).
• Lead, mentor, and develop a team of AEs, driving adoption of AI-enabled sales workflows and best practices throughout the sales cycle.
• Strong experience managing full sales cycles with enterprise or mid-market organizations.
• Background or familiarity with global payroll, HR tech, or fintech platforms.
• Hands-on leader who is comfortable both managing a team and driving deals directly.
• Strong communication and presentation skills with the ability to engage senior stakeholders.
• Entrepreneurial mindset and ability to operate in a fast-paced, global environment.
• Collaborative, team-oriented approach.