Sales Manager, Europe & Africa

JOB OVERVIEW

JOB TITLE

Sales Manager, Europe & Africa

JOB LOCATION

Hybrid – Milton Keynes, UK.

COUNTRY / REGION

Continental Europe & Sub-Saharan Africa

DATE OF CREATION

October 19, 2026

POSITION SUMMARY

VitalSource® is hiring a Sales Manager for Continental Europe and Africa.

Institutions and publishers across Europe and Africa are moving to digital course materials at different speeds, in different languages and under different buying models. This role sells to both: directly to universities, colleges and professional bodies, and to the publishers whose content they use. It owns new business and growth across markets including the Nordics, Benelux, the DACH countries, France, Central and Eastern Europe, and Sub-Saharan Africa, led by South Africa. The Middle East and North Africa are covered separately.

The ideal candidate has a strong record in consultative B2B sales across several European markets, adapts easily between cultures and buying processes, and speaks at least one European language in addition to English.

DIVISION/DEPARTMENT

International Sales

REPORTS TO NAME:

Aine Rice

EEOC CATEGORY

REPORTS TO TITLE:

Head of UK, Europe & Africa and LATAM

POSITION DETAILS

STATUS

Full-Time

HOURS PER WEEK

40

IS THIS A NEW POSITION?

Backfill of existing headcount, redesigned for the 2027 structure

POSITION CLASSIFICATION

DETAILED JOB DESCRIPTION

Business development across publishers and institutions

• Owns new business and account growth in Continental Europe and Africa as a generalist, selling to publishers and directly to institutions.
• With publishers: distribution and fulfilment through VitalSource, codes and eCommerce, Explore terms, courseware (Area9), Bookshelf+ and platform agreements, and usage data back to the publisher.
• With institutions: Sylla syllabus intelligence, Explore collections and perpetual library licences, fulfilment and enterprise agreements, Bookshelf® and LMS integration, and renewals that show return on investment.
• Prospects for new customers through outreach, networking, events and lead follow-up; qualifies them against VitalSource's ideal customer profile.
• Runs the full sales cycle: discovery, solution design, proposals, pricing, negotiation and close, working through Deal Desk and the contract request process.
• Owns the renewal and expansion strategy for every account in the territory and protects recurring revenue; the UK-based Inside Sales team handles renewal administration, order processing and onboarding paperwork.
• Builds a market-by-market plan for the territory, prioritising countries by revenue potential and route to market (direct, publisher-led or through resellers).
• Takes over and grows existing accounts in Spain, Italy and Portugal through a structured handover from the LATAM team, alongside the rest of the territory.

Publishers and partners

• Supports the regional plan for strategic publishers whose relationships are owned by the International leadership team, and co-sells with those publishers' local academic and sales teams; agreements with them are led by the relationship owner.
• Directs smaller publishers to VitalSource's aggregator partners (CoreSource and Bookwire) rather than direct agreements, in line with the International operating model.
• Develops local publishers, distributors and resellers across Europe and Africa, including national and language-specific publishers, to extend VitalSource's reach into markets it does not cover directly.

Pipeline, forecasting and collaboration

• Meets or exceeds quarterly and annual revenue targets for the territory.