SVP Sales & Industry Solutions, Europe

For over 90 years, Topcon’s vision has been to solve societal challenges around the globe. In healthcare, we are developing innovations that improve patients’ health and quality of life. 

We empower eye care providers with advanced imaging, diagnostic solutions, and intelligent data technology. Our robotic devices deliver simplicity without compromise, by capturing clear images with the push of a button. 

By joining Topcon Healthcare, you become part of a growing, diverse, global team. With office locations throughout North America, whether you are on-site, remote, or hybrid, our culture empowers you to contribute to company and personal success each day. At Topcon Healthcare, you can grow your career, gain new perspectives, and help address society’s most pressing challenges.  If you have drive, passion, and a desire to be part of a collaborative team, we want to hear from you.

At Topcon Healthcare, we don’t wait for the future. We invent it. Join us.

The SVP Sales & Industry Solutions, Europe leads Oku’s commercial organization across Europe and MEA. As Oku grows as an independent company focused on connected care and digital eye health solutions, this role will play a key leadership role in building and scaling the regional commercial organization. The primary accountability of this position is achieving the FY2026 Europe revenue plan by protecting and expanding the recurring revenue base, winning new accounts, launching Platform & AI revenue, and developing future growth opportunities.

This leader is responsible for building and executing the regional software distribution strategy and leading the field sales, Customer Success, and Industry Solutions teams that drive commercial performance across the region. The role also shapes scalable connected-care solutions that bring Harmony and IRIS together for corporate optometry and other multi-site clinical networks, helping customers adopt and expand the use of Oku’s solutions.

This opportunity is suited to an experienced healthcare technology or SaaS commercial leader who combines rigorous revenue ownership with hands-on market development, executive customer engagement, team building, and cross-functional influence. The role partners closely with Topcon’s field organization and Oku’s Product, Marketing, Pharma, Onboarding, and Customer Support teams to drive customer adoption, commercial growth, and scalable routes to market across Europe and MEA. This is a Europe-based remote role with hub access and approximately 50% travel, primarily to customer sites and industry events.

What You'll Do

Revenue Strategy & Growth

·    Own delivery of the FY2026 Europe revenue plan across the existing recurring base, new named accounts, and Platform & AI offerings.

·    Defend and expand recurring TEM and THS EMA Harmony revenue through disciplined renewal, retention, utilization, and account-growth strategies.

·    Drive net-new revenue across priority markets and named accounts in the UK, MEA, DACH, and the Nordics.

·    Build qualified future-year pipeline for strategic accounts and Oculomics CDSS opportunities, with clear stage definitions, next steps, and forecast visibility.

Sales Organization & Commercial Operations

·    Define the Europe sales strategy, quota and territory design, compensation approach, capacity plan, pipeline standards, and forecasting rhythm.

·    Determine the number and profile of sales executives required to deliver the regional quota, then recruit, ramp, coach, and hold the team accountable for performance.

·    Equip the field organization with practical sales tools, including solution narratives, ROI models, demonstration flows, and customer reference stories.

·    Maintain rigorous forecast discipline and use performance data to address risks, redirect resources, and improve execution.

Customer Success & Installed-Base Expansion

·    Lead the Europe field sales and Customer Success teams, establishing clear goals, accountability, and performance expectations across the organization.

·    Convert the installed base into broader platform opportunities across Harmony, IRIS, Oculomics CDSS, and referral-network solutions.

·    Partner with Onboarding and Customer Support to ensure a seamless customer experience from sale through adoption and ongoing success.

Industry Solutions Leadership

·    Hire and lead a dedicated Industry Solutions Executive for Europe who will translate Harmony and IRIS into enterprise-ready connected-care solutions for corporate optometry.

·    Develop scalable solution frameworks and sales approaches that Oku and Topcon field teams can consistently position and deliver.

·    Engage senior customer stakeholders in strategic pursuits and bring the voice of the European customer into Product and Marketing priorities.

·    Coordinate KOL engagement opportunities that support events, product insight, and customer-persona development.

Distribution & Channel Strategy

·    Build and execute the software distribution strategy for European markets where Oku will not sell directly.

·    Select and contract distribution partners, establish commercial terms and targets, enable partner teams, and manage channel performance.

·    Manage channel conflict and ensure partner-led markets complement the direct commercial model.

Cross-Functional & Ecosystem Partnership

·    Co-sell with Topcon field teams while preserving trusted customer relationships and clarifying account ownership.

·    Partner with Oku's Pharma team to develop new revenue opportunities, including data contribution, trial recruitment, and pharma-sponsored programs.

·    Partner with Global Marketing to provide regional priorities, customer insights, and field requirements that support commercial growth and market expansion.

What You Bring

·    12+ years of B2B SaaS or healthcare technology sales experience, including 5+ years in senior sales leadership at the VP or SVP level.

·    Demonstrated success carrying significant revenue quotas, leading rigorous forecasting, and scaling healthcare SaaS revenue across Europe.

·    Experience leading a corporate optometry, optical retail, managed-vision, or comparable multi-site clinical network sale from executive engagement through scaled deployment.

·    Proven ability to build and lead both new-logo sales teams and Customer Success or retention teams.

·    Hands-on experience with quota and territory design, compensation planning, sales capacity planning, recruiting, and team development.

·    Experience building and managing indirect software channels in Europe, including partner selection, contracting, enablement, and performance management.

·    Ability to co-sell effectively with an established field organization and create practical sales enablement materials that teams use.

·    Strong executive communication, commercial judgment, cross-functional influence, and ability to operate across multiple European markets.

·    Bachelor's degree.

·    Europe-based with the ability and willingness to travel approximately 50%.

Preferred Qualifications

·    Experience in eyecare, optometry, ophthalmology, retinal imaging, digital health, diagnostics, or medical devices.

·    Multi-market experience across the Nordics, DACH, UK, EMA, and MEA.

·    Working knowledge of European reimbursement and public-health screening economics, including NHS pathways.

·    Background in teleretinal screening, EMR or data platforms, AI-enabled clinical decision support, Class II SaMD, or oculomics.

·    MBA.