GM, Sales (EMEA)

COMPANY OVERVIEW Deepgram is bringing the world’s most natural interface, voice, to the technology we use every day. Our speech models and real-time infrastructure power AI systems that keep up with the way people actually speak. More than 5,000 organizations run conversational voice AI on Deepgram in production, including Twilio, Cloudflare, Sierra, Decagon, Vapi, Cresta, Granola, and Jack in the Box. The Deepgram Voice Agent Platform brings together speech-to-text, text-to-speech and speech-to-speech, with voice-native foundation models available through cloud APIs or self-hosted and on-premises deployments. Built for accuracy, low latency and cost efficiency, Deepgram makes high-quality voice experiences practical to build and run at scale. More than 650,000 developers have used Deepgram to process more than 200,000 years of audio. Every day, more of the world’s conversations with AI run on our models. Operating Principles: Deepgram is a research company that productizes as fast as possible. Four Operating Principles shape how we think, decide, and work together: 1. Compress before you communicate. You think it through first, then lead with the bottom line. 2. Resist entropy. You question what already exists before adding more process or tools. 3. Solve the category. You fix recurring problems at the source, not one case at a time. 4. Work at the frontier. You go after problems no one has solved yet. We look for people who already work this way, and these principles shape how we grow and evaluate our team. AI-FIRST BY DEFAULT We build AI that millions of people talk to, and we run the company the same way. AI is how we centralize work here, and is core to how we operate. That means more than using the tools. We expect you to: - Build, not just use. Design your own workflows and agents, and use AI to remove whole categories of work instead of doing the same work faster. - Own the output. AI can speed up the work. It doesn’t make anyone less accountable for it. You understand, verify, and stand behind everything you share, including what an agent produces for you. - Spend the time you get back at the frontier. The capacity AI creates goes toward problems no one has solved yet. - Keep pace. Models and tools change every month, and so will your work. You adopt what’s new quickly and drop what no longer earns its place. We judge AI by what it helps you deliver and whether you stand behind the result, not by how often you use it. In interviews, expect to walk us through a workflow you built and where you drew the line between AI and your own judgment. OPPORTUNITY Deepgram is expanding into EMEA, and we're seeking a GM, Sales to own the region — building and leading the Enterprise and commercial segments of our Account Executive team, establishing Deepgram's European home in London, and driving growth across the region. This role is both strategic and hands-on. You'll work with sales leadership to continue optimizing the systems, playbooks, and culture that scale ARR growth, while developing a high-performing team that converts opportunities into long-lasting customers. A core part of your mission is building Deepgram's next generation of sales talent through world-class training, coaching, and structured career development. You'll also be more than a revenue leader. As our senior-most voice in EMEA, you'll bring what you learn in the field back into the company and shape what we build — regional product-market fit, roadmap priorities, and the technical requirements European enterprises hold us to. You'll partner closely with Marketing, Sales Leadership, RevOps, Customer Success, and Product to align pipeline strategy and leverage modern AI tools to boost productivity, personalization, and team efficiency. Equal parts operator, coach, and builder, you'll combine data-driven rigor with creativity to shape how Deepgram grows its customer base and its sales talent. WHAT YOU'LL DO - Scale the Region: Own the EMEA number. Build and execute a strategic roadmap to drive hyper-growth in ARR, from initial land to enterprise-wide expansion. - Open London: Stand up Deepgram's London office as our EMEA hub — and treat it as a commercial asset, not just real estate. It will host customer and developer events, executive briefings, partner sessions, and the team you build. - "Challenge & Lead": Recruit and mentor a high-performance team of Account Executives. Manage Customer Success, Marketing, and Forward Deployed Engineers in a dotted-line structure. You will instill a culture of "Challenger" selling — teaching AEs how to disrupt legacy incumbents and lead with technical ROI. - Shape the Product: Act as the voice of EMEA inside Deepgram. Translate field signal — deal losses, evaluation criteria, data residency and compliance requirements, language and accent coverage — into specific, prioritized input that changes what we build and when. - Build the Ecosystem: Identify and sign strategic regional partners, GSIs, and local resellers to act as a force multiplier for Deepgram's direct sales efforts. - Operational Excellence: Implement rigorous forecasting, pipeline hygiene, and territory management across multiple countries, languages, and buying cultures. You will bridge the gap between London and our US HQ. - C-Suite Influence: Act as the primary executive sponsor for major regional accounts, navigating complex procurement cycles and technical AI evaluations. YOU'LL LOVE THIS ROLE IF YOU - Thrive on building and scaling high-performing teams that consistently beat targets. - Want to build something from the ground up — including the office, the team, and the regional playbook. - Value working with tenured, high-caliber leaders who prioritize clarity, accountability, collaboration, and execution. - Enjoy blending data-driven sales operations with creative, human-centered leadership. - Are energized by developing AEs and building a culture of growth and continuous learning. - Believe in the power of AI to transform productivity, and are eager to harness cutting-edge tools to optimize performance. - Are passionate about Deepgram's mission to redefine what's possible with speech technology. IT'S IMPORTANT TO US THAT YOU HAVE - Experience: 12+ years in B2B SaaS sales, with 5+ years in a senior leadership role (Director/VP) covering EMEA — including the UK and at least one of DACH, the Nordics, France, or Southern Europe. - The "Deepgram DNA": A deep fascination with AI, LLMs, and API-first products. You should be comfortable discussing technical architecture as easily as you discuss revenue targets. - Product Influence: You've done more than sell — you've changed what your company built. You can point to specific roadmap decisions, features, or product bets that happened because of how you brought the market back to Product and Engineering. - Proven Growth: A track record of scaling a regional business from early traction to high-scale maturity ($10M+ ARR growth ex