Director of Distribution Sales (EMEA)

ABOUT US:

We have built a cloud object storage similar to AWS S3, now optimised for AI and compute. Our market success has already been proved by our commercial hyper-growth, based on our channel-based GTM strategy. While we build a high performance compute platform and a comprehensive suite of cloud services, we are redefining the cloud ecosystem by bridging the gap between decentralized infrastructure (DePIN), mainstream B2B cloud use cases, and most recently AI Applications — all from our HQ in Hamburg.

Find out more about us here.

ABOUT US:

We have built a cloud object storage similar to AWS S3, now optimised for AI and compute. Our market success has already been proved by our commercial hyper-growth, based on our channel-based GTM strategy. While we build a high performance compute platform and a comprehensive suite of cloud services, we are redefining the cloud ecosystem by bridging the gap between decentralized infrastructure (DePIN), mainstream B2B cloud use cases, and most recently AI Applications — all from our HQ in Hamburg.

Find out more about us here.

Impossible Cloud is a channel-first business and distribution is the engine that scales the channel. We have established distributor relationships across EMEA and a growing partner network spanning major European markets, but the distribution layer is still being built out. As Director of Distribution Sales, you own that function: you manage and expand existing distributor relationships, open new ones in markets where we need coverage, and drive the revenue that flows through them. You report to the VP Sales EMEA and operate as both the senior player on the biggest deals and the person who sets the standard for the distribution team around you.

WHAT YOU WILL DO:

Own the revenue output of the Distribution Sales function across EMEA, with direct accountability for the number and for the performance of your regional Distribution Managers.

Lead, develop, and hold accountable a team of Distribution Managers across EMEA coaching through real deals and real pipeline reviews.

Personally own and close the most strategic distributor relationships in the region, setting the bar for what a high-quality distributor partnership looks like at Impossible Cloud.

Drive operational excellence across the distribution function: maintain a clean and accurate picture of all active contracts, MDF entitlements and triggers, partner tiers, and renewal timelines in HubSpot.

Work closely with Channel Sales and Marketing to drive sell-through from distributor to reseller, turning signed agreements into active, compounding pipeline.

Travel frequently across EMEA to build and maintain senior relationships with distributors, attend partner events, and stay close to market dynamics. 

WHAT YOU BRING:

A track record of leading distribution sales teams and hitting revenue targets across multiple EMEA markets in cloud, SaaS, or IT infrastructure.

An existing network of distributor relationships across EMEA you can activate, including contacts at broadline and specialist distributors who know you and your work.

Proven ability to drive sell-through revenue, not just sign distribution agreements. You know the difference and have the results to show for it.

Hands-on proficiency with HubSpot or a comparable CRM: you manage your own pipeline, contracts, and MDF tracking with precision and do not rely on others to keep it clean.

Willingness and ability to travel frequently across EMEA as a core part of the role.

Professional proficiency in English. Additional European languages are a strong advantage given the scope of the role.

AI tools are part of your standard workflow, not something you are exploring. At Impossible Cloud this is the baseline across every role.

WHAT WE OFFER:

• Competitive salary coupled with direct engagement in your success through an enticing ESOP.
• Clear and transparent career progression scheme inspired by the best performing organisations incl. fast track promotion opportunity for exceptional performance to support your growth ambitions.
• Prime growth-stage company with proven revenue and a sharp edge in cloud — founded by serial entrepreneurs with multiple successful exits.
• Experienced, passionate team working with cutting-edge cloud technology.
• A vibrant office in a trendy location with free brain food and a canteen — plus a subsidized premium gym membership and monthly team meet-ups that bring the whole crew together!

OUR CULTURE: We are committed to success. We embrace individuals from all backgrounds who share the goal of building a future European cloud champion, celebrated through a richly diverse team of 15+ nationalities and 10+ languages spoken.
OUR HIRING PROCESS:

• Apply: Submit your CV or LinkedIn profile via the application form.
• First response: We review every application carefully and get back to you within a few days. If your profile is a strong match, we'll invite you to an intro call via Google Meet.
• Get to know us: We move quickly through two to four interview steps, including a meeting with our founders.
• Offer: If it's a mutual fit, you'll receive a personal offer and feedback call, followed by a written offer document.