About the Role
As the President of B2B – EMEA & APAC, you will be the executive leader responsible for the strategy, growth, profitability (P&L) and market penetration of VTEX's B2B business across Europe, the Middle East, Africa and Asia-Pacific.
Reporting directly to the Chief Revenue Officer, your mission is to build and run a unified Go-To-Market machine, bringing Sales and Marketing together under your leadership. You will own the growth of our Annual Contract Value (ACV) in the region, making sure every demand generation initiative turns into pipeline, new logos and Enterprise expansion.
You will be the face of VTEX to C-level executives at manufacturers, CPG companies and distributors, and you will set the standard for B2B digital commerce across very different markets, languages and route-to-market models.
Barcelona, Spain (VTEX's main EMEA office). This is an in-office role, with frequent travel across EMEA & APAC and other global locations, like Sao Paulo, Medellín or New York.
Key Responsibilities
- ACV, Sales and Marketing Leadership
- ACV growth ownership: Lead the value capture strategy and own the sustained acceleration of ACV across EMEA & APAC.
- Unified Go-To-Market: Give one direction to Enterprise Sales and B2B Marketing, removing silos so demand generation, positioning and deal closing work as a single revenue engine.
- Multi-market team leadership: Attract, align and develop leaders across Sales, B2B Marketing, Business Development and Customer Success in markets with different languages, cultures and buying behaviours.
- Executive Strategy & P&L
- P&L management: Own the financial results of the regional B2B unit, optimising marketing spend (CAC), net revenue retention (NRR) and overall profitability.
- Market prioritisation: Decide where to invest across EMEA & APAC, balancing mature markets with high-growth ones.
- Strategic account closing: Act as Executive Sponsor in complex negotiations, securing multi-year, high-ACV contracts with CEOs and enterprise buying committees.
- Alliances & Channel Ecosystem
- Partner amplification: Build strategic relationships with Global and regional Systems Integrators (GSIs/SIs) and specialised agencies to co-create joint marketing plans and drive indirect pipeline.
- Ecosystem fit: Make sure the partner network covers the ERPs, procurement platforms and local integrations that manufacturers and distributors use in each market.
- Market Voice & Strategic Direction
- Market intelligence: Feed insights from campaigns and sales engagements back to global Product, so the VTEX B2B Suite evolves with the real commercial mechanics of manufacturing and CPG customers: contract and customer-specific pricing, rebates, credit terms and multi-channel route-to-market.
- Industry positioning: Make VTEX the benchmark for B2B digital transformation and AI-driven commerce architectures in EMEA & APAC.
Profile Requirements
- Digital commerce leadership on the brand side: Background in manufacturing or CPG, having led the digital experience function from the brand side.
- Multi-channel route-to-market: Proven experience managing traditional trade, key accounts, distributors and large specialised retailers, with a clear understanding of how channel conflict, pricing tiers and assortment differ across each.
- Strong commercial grounding: Contract and list pricing, customer-specific pricing, volume and rebate structures, credit terms and payment conditions, trade spend and margin management, and the ability to translate these mechanics into digital requirements rather than treating them as back-office constraints.
- Commercial planning cycle: Working command of demand planning and S&OP, and of how digital order capture feeds forecasting, allocation and fulfilment upstream.
- Full range of B2B selling models: Hands-on experience with self-service portals, assisted sales through field agents and representatives, and system-to-system integration via punchout (cXML/OCI) into customer procurement platforms.
- Hybrid Sales & Marketing leadership: 5+ years leading full B2B sales cycles and directing B2B marketing strategies and teams, ideally in SaaS, supply chain, ERP or digital commerce environments.
- ACV scaling track record: A history of driving strong, predictable ACV growth, managing high-impact marketing budgets and complex P&L structures.
- Regional scope: Experience leading teams and customers across several countries in EMEA and/or APAC.
- Fluent English is required.
- German language proficiency and knowledge of the German market are highly preferred.
Nice to Have
- Additional languages relevant to the region (e.g. Spanish, German, French, Arabic or an APAC language).
- Experience selling to or working with ERP and procurement ecosystems common in the region (e.g. SAP, Oracle, Coupa, Ariba).
- A network of C-level relationships in manufacturing, CPG and wholesale distribution across EMEA or APAC.
About VTEX
VTEX (NYSE: VTEX) is the composable and complete commerce platform that delivers more efficiency and less maintenance to organizations seeking to make smarter IT investments and modernize their tech stack. Through our pragmatic composability approach, we empower brands, distributors, and retailers with unparalleled flexibility and comprehensive solutions, enabling them to invest solely in what provides a clear business advantage and boosts profitability. VTEX is trusted by 2.400 global B2C and B2B customers, including Carrefour, Colgate, Motorola, Sony, Stanley Black & Decker, and Whirlpool, having 3.400 active online stores across 43 countries (as of FY ended on December 31, 2024).
Founded in the year 2000, VTEX has a history of being unstoppable. Completely against the odds, VTEX is leading a high-tech industry and positioned above market giants. We are building an extraordinary future with more than 1,300 employees scattered across 25 locations in 16 countries in Latin America, North America, Europe, and Asia. For more information, visit
www.vtex.com.
At VTEX, you will work in a challenge-driven environment and collaborate with amazing peers. If you are powerful individually, join us, and we will be unstoppable together.
Benefits
-
Health & Dental Insurance: Company-paid health and dental coverage.
-
Travel Assistance: Company-paid travel assistance coverage.
-
Life Insurance: Company-paid life insurance coverage.
-
Meal Vouchers: Company-funded meal vouchers.
-
Childcare Benefits: Access to a tax-efficient childcare scheme through a flexible compensation plan (employee-funded).
