General Manager, EMEA

Location: Remote, EU (Amsterdam, Stockholm or London preferred) About the Role Nivoda is building the operating system for the diamond and gemstone industry. EMEA is our largest and most established region by customer base and proximity to the Antwerp trading hub — and the commercial and operational complexity has outgrown a function-led regional model. We're creating a General Manager role with full P&L accountability for EMEA to own the regional number, sharpen the commercial motion across a highly diverse set of markets, and close the loop between sales, marketing, and fulfillment at regional speed. The GM owns Revenue, Gross Margin, Contribution Margin, and Operating Profit for EMEA. The role is the single accountable leader for regional performance, regional customer experience, and regional operating cadence. It reports to the CRO and operates as a peer to the Americas GM. Scope & Accountability P&L: Full regional P&L — revenue, gross margin, contribution margin, and operating profit for EMEA. Owns regional forecasting, annual budget, capital allocation across Sales, Marketing, and Fulfillment within the approved envelope, and monthly/quarterly business reviews with the executive team. Sales (solid line): End-to-end leadership of the regional sales org — SDRs, BDMs, Enterprise AEs — across EMEA's sub-regions. Owns pipeline generation, conversion, quota attainment, and NRR. Territory design, segmentation, coverage model, and comp plans in partnership with RevOps and People. Hires, develops, and performance-manages regional sales leadership and ICs. Marketing (accountability, no reporting line): Approves regional marketing spend and allocation across paid, events, field, partner, and content. Sets regional demand-gen targets jointly with the Marketing leader and holds Marketing accountable to regional pipeline contribution, CAC, and payback. Approves trade shows, sponsorships, and campaign investments in region. Fulfillment & Logistics (dotted): Regional on-time delivery, PDD breach rate, and cost-to-serve. Regional compliance ownership including VAT, cross-border shipping, customs clearance, and carrier performance across EMEA sub-regions. Escalation owner for supplier delays and customer-impacting incidents. Partners with central Ops on supplier onboarding, routing, and lane-level SLAs. Cross-functional: Primary regional interface to Product, Engineering, Customer Success, Finance, and People. Voice of the EMEA customer in roadmap prioritization. Coordinates with Americas GM and India regional lead on global consistency versus regional autonomy. What You'll Do Own the EMEA number - set the regional plan, run the cadence (weekly forecast, monthly P&L, quarterly review), and close the gap to plan when it opens. Lead and develop the regional Sales organization across EMEA. Hire the leadership bench, raise the performance bar, and make the difficult people decisions where needed. Approve enterprise deal structure, pricing exceptions, and non-standard terms within defined thresholds; escalate thoughtfully above threshold. Partner with Marketing to reallocate regional spend against channel ROI, protect CAC payback, and ensure pipeline coverage by segment and sub-region. Drive regional fulfillment performance - reduce PDD breach rate, cut cost-to-serve, and protect the customer delivery experience in Antwerp-out, DDP-in-EU, and UK-in routes. Represent the regional customer in roadmap discussions; translate commercial and operational pain points into prioritized product input. Coordinate with the Americas and APAC regional leaders to maintain global commercial consistency while retaining the regional autonomy needed to win. Communicate clearly and often with the executive team - no surprises on the number, the team, or the customer. What We're Looking For 10+ years of commercial leadership experience, with at least 3–5 years owning a regional or full-business P&L (Revenue, GM, Contribution Margin, and OpEx). Track record of leading and scaling SMB sales organizations through material revenue growth - from Series C/D stage or within a comparable growth-stage business unit. Demonstrated ability to operate across a matrixed org - hold Marketing and Ops accountable to regional outcomes without direct reporting authority, and move with global functional leaders collaboratively. Experience leading in a marketplace, commerce, or supply-chain-heavy B2B environment where Sales outcomes are tightly coupled to fulfillment and unit economics. Comfort owning fulfillment and logistics performance, including cross-border complexity, VAT, customs, and carrier management - you don't have to come from Ops, but you must have run a P&L where Ops failures show up in your number. Strong forecast discipline and CRM hygiene standards. You have a point of view on pipeline coverage, conversion, and comp plan design. Executive presence in board-room and customer-room settings. Credible in front of enterprise buyers, global executives, and a diverse regional sales team. Europe-based (Amsterdam, Stockholm or London preferred) with willingness to travel across EMEA as the region requires. Nice to Have Diamond, jewelry, luxury, or high-value goods industry exposure. Experience in a multi-region company where you've coordinated with peer GMs, regional leaders and delivered meaningful impact across functions such as marketing, product, and across time zones. Prior experience running a GM or country manager role at a marketplace. Working proficiency in a second European language. How We'll Evaluate P&L ownership - depth of experience owning and defending a regional number. Commercial leadership - judgment on territory, segmentation, comp plan, and enterprise deal structure. Operational rigor - cadence, forecast discipline, and the ability to diagnose margin and fulfillment issues quickly. Cross-functional influence - how they've held Marketing and Ops accountable without direct authority. Nivoda fit - ownership mindset, low-hierarchy operating style, bias to action.