Commerce Sales & Growth Leader EMEA (AdTech / Retail Media)

Let’s be unstoppable together!

Circana is a leading provider of technology, AI, and data solutions for consumer packaged goods companies, manufacturers, and retailers. Our predictive analytics and Liquid Data® platform help clients measure market share, uncover consumer behaviour, and drive growth, powered by six decades of expertise and an expansive, high-quality data set.

At Circana, we are fueled by continuous learning and growth. We seek and share feedback freely, celebrate victories big and small, and create an inclusive environment where people can bring their full selves to work. Join our committed team to be a challenger, own outcomes, centre on the client, and stay curious together.

Learn more at www.circana.com.

Our Critical Sales Skills

At the heart of our commercial success across EMEA is a team of senior professionals who combine strategic insight, customer-centricity, and executional excellence. These skills represent the core capabilities required to drive value for our clients and sustainable growth for our business across the region.

• Effectively Presents Solutions: Builds tailored, persuasive stories that connect Circana’s capabilities to the client’s goals and move decision-makers to action across diverse EMEA markets.
• Knows the Buying Influences: Maps decision-makers, influencers, technical stakeholders, budget owners, procurement processes, and potential blockers across complex, multi-country organizations.
• Manages Buyer Indifference: Explores hesitation, sharpens the value case, and creates appropriate urgency without over-selling.
• Understands Customer Needs: Operates as a recognized expert who can express the client’s priorities in their business language and translate them into a commercial opportunity, market by market.
• Negotiates with Judgment: Balances client value, commercial outcomes, internal constraints, and long-term partnership potential.
• Manages Ambiguity: Brings structure to complex situations and progresses work without waiting for perfect information.
• Owns the Outcome: Maintains momentum, closes loops, and takes accountability for the commercial result.
• Uses Data to Drive Clarity: Pressure-tests assumptions and turns fragmented information into concise, actionable recommendations.

What will you be doing?

As a Commerce Sales & Growth Leader, EMEA, you will be a senior individual contributor and the most senior commercial sales leader for Circana’s Commerce business across the EMEA region, spanning retail media networks, commerce platforms, and strategic partners. You will own a portfolio of the region’s most strategic relationships and opportunities, setting the account strategy, executive relationships, pipeline, and commercial path required to grow revenue across multiple EMEA markets.

This is a consultative selling role for a senior leader who can move comfortably between regional strategy and hands-on execution, and who is confident operating across the languages, currencies, and regulatory environments that define EMEA. You will bring a clear point of view to clients across the region, identify high-value business needs, connect those needs to Circana’s measurement, data, analytics, and technology capabilities, and lead opportunities from early discovery through agreement and expansion. You will work closely with EMEA and global Account Management, Client Service, Product, Measurement, Data Science, Finance, Legal, and Sales Operations teams to deliver a coordinated client experience while maintaining clear ownership of the commercial relationship and outcome across the region.

The role does not include direct people management, though as the senior-most Commerce sales voice in the region you will be expected to set the standard and informally guide other client-facing colleagues across EMEA. Success will come from senior-level influence, commercial judgment, disciplined execution, and the ability to mobilize cross-functional, cross-market teams around the right client opportunities.

Job Responsibilities

• Own EMEA Revenue Growth: Build and execute sales strategies across the EMEA portfolio, with accountability for pipeline development, new business, renewals, expansion, and achievement of regional revenue goals across multiple markets and currencies.
• Lead Strategic Client Relationships Across EMEA: Develop trusted relationships with senior decision-makers across Europe’s leading retail media networks, commerce platforms, agencies, brands, and strategic partners. Bring an informed, pan-regional point of view to executive conversations and create clear reasons to act.
• Shape EMEA Go-to-Market Strategy: Translate client priorities, market dynamics, competitive context, and Circana capabilities into focused account and market plans with defined growth plays, relationship strategies, revenue opportunities, and next steps — reflecting the distinct maturity, regulatory, and competitive landscape of each EMEA market.
• Create and Advance Opportunities: Lead discovery, identify white space, shape the value proposition, qualify opportunities, and move complex, multi-market sales cycles from initial idea through proposal, negotiation, and close.
• Sell Consultatively: Connect client business challenges to Circana’s measurement, data, analytics, audience, and technology solutions. Tailor the story to each client and market rather than leading with a product catalogue.
• Build Executive-Ready Narratives: Develop persuasive presentations, proposals, business cases, and commercial recommendations that make complex ideas clear and demonstrate measurable client and business value to boards and senior stakeholders across the region.
• Maintain Pipeline and Forecast Discipline: Own accurate opportunity stages, next steps, timing, risks, and revenue assumptions in Dynamics and leadership reporting. Maintain a credible regional forecast and act early when progress or assumptions change.
• Drive Renewal and Expansion Strategy: Partner with Account Management and Client Service to translate adoption, performance, and client feedback into strong renewal narratives and new growth opportunities across EMEA accounts.
• Scale What Works Across the Region: Capture proof points, case studies, playbooks, and repeatable commercial approaches that improve productivity and consistency across the broader EMEA Commerce organization, and share learnings with the global Commerce team.
• Represent Circana in the EMEA Market: Build credibility for Circana’s Commerce capabilities through senior client engagement, industry conversations at major European retail media and commerce events, and strategic partner relationships across the region.

What Success Looks Like

• A healthy, qualified pipeline across EMEA with clear client needs, commercial value, decision paths, and next steps.
• Consistent progress against revenue, renewal, and expansion goals for the EMEA portfolio and oversight of the APAC region.
• Deeper executive relationships and broader penetration across priority accounts in the region’s leading markets.
• Compelling, market-relevant client stories that differentiate Circana and create urgency around measurable business outcomes across EMEA.
• Complex, multi-market opportunities move with pace because ownership, dependencies, and decisions are clear.
• Repeatable approaches and proof points strengthen the effectiveness of the broader EMEA and global Commerce sales organization.

Requirements

• Extensive experience in consultative sales, business development, strategic partnerships, account growth, media, retail media, advertising technology, analytics, data, or a related field, including significant experience operating across multiple EMEA markets.
• Proven success as a senior sales leader or individual contributor leading complex, multi-country B2B sales cycles and growing strategic accounts across Europe, the Middle East, and/or Africa.
• Demonstrated ability to build C-suite and executive relationships, uncover business needs, shape commercial opportunities, negotiate agreements, and close business across diverse markets and cultures.
• Strong commercial judgment, including pipeline management, forecasting, account planning, opportunity qualification, and revenue ownership at a regional scale.
• Exceptional business writing and presentation skills, including executive narratives, proposals, business cases, and client-ready storytelling tailored to a pan-European or EMEA audience.
• Ability to simplify complex measurement, data, technology, and analytics concepts into a clear client value proposition across markets with varying levels of retail media maturity.
• Experience influencing and coordinating cross-functional and cross-market teams without direct authority.
• Deep knowledge of the EMEA retail media, commerce media, measurement, audience and data solutions landscape, including familiarity with regional platforms, publishers, agencies, CPG, and retail organizations.
• Entrepreneurial mindset, high curiosity, low ego, strong ownership, and confidence operating with senior clients and internal leaders across multiple countries and cultures.
• Working knowledge of EMEA data privacy and regulatory frameworks (e.g., GDPR) as they relate to commercial data, measurement, and technology solutions.
• Fluency in English required; proficiency in an additional European language (e.g., French, German, Spanish, or Italian) is a strong plus. Willingness to travel up to 40% across the EMEA region.

Circana Behaviours

As well as the technical skills, experience, and attributes required for the role, our shared behaviours sit at the core of our organization. We look for people who champion these behaviours in their day-to-day work:

• Stay Curious: Be hungry to learn and grow, always asking the big questions.
• Seek Clarity: Embrace complexity to create clarity and inspire action.
• Own the Outcome: Be accountable for decisions and take ownership of choices.
• Center on the Client: Relentlessly add value for our customers.
• Be a Challenger: Never be complacent; strive for continuous improvement.
• Champion Inclusivity: Build trust through empathy, respect, and integrity.
• Commit to Each Other: Contribute to making Circana a great place to work for everyone.

Location

This position can be based in one of Circana’s EMEA hub locations, such as London, UK; Paris, France; or Frankfurt, Germany, with flexibility considered for other EMEA locations depending on candidate location and business need.

Prospective candidates may be asked to consent to background checks in accordance with local legislation and our candidate privacy notice. Your current employer will not be contacted without your permission.