Director of Sales

Skills

About the Role

You will lead and scale the regional sales organization across Europe the Middle East and Africa You will drive revenue growth and close complex deals across the region You will recruit coach and ramp top sales talent across the region You will collaborate with Solutions Engineering Marketing RevOps and CS to execute the regional go to market strategy and ensure strong customer success.

Requirements

• 7+ years of B2B SaaS or security sales experience with 4+ years managing high performing sales teams
• Experience selling technical products to sophisticated buyers in security infrastructure fintech or web3
• Experience selling to EMEA
• Experience leading AEs and SDRs BDRs in a fast paced high growth environment
• Strong track record of exceeding team quota and building healthy pipeline coverage
• Proven ability to coach reps on complex multi stakeholder deals and enterprise sales execution
• Strong operational discipline around forecasting CRM hygiene pipeline management and inspection
• Ability to work cross functionally and influence internal stakeholders across Product SE Marketing RevOps and CS
• Strong communication skills executive presence and comfort operating in ambiguity
• Builder mindset with the ability to create process structure and repeatability from the ground up
• Nice to have experience selling into crypto security fintech
• Nice to have familiarity with blockchain wallets exchanges stablecoins or on chain security
• Nice to have experience leading regional teams across EMEA

Responsibilities

• Lead, coach, and develop a team of EMEA Account Executives
• Build a culture of accountability urgency high standards and continuous improvement
• Run weekly pipeline reviews forecast calls deal strategy sessions and performance check ins
• Coach reps on discovery qualification champion building value selling pricing negotiation and closing
• Partner with leadership on regional strategy headcount planning territory design and quota attainment
• Recruit hire onboard and ramp top sales talent across the region
• Act as a player coach on strategic opportunities and help unblock deals when needed
• Own regional performance across pipeline generation new ARR forecast accuracy and overall execution quality
• Help the team win complex deals across exchanges wallets banks infrastructure providers and other web3 and financial institutions
• Improve outbound execution and partner with BDRs and AEs to increase quality pipeline creation
• Ensure strong process adherence across CRM hygiene next steps mutual action plans qualification and deal progression
• Drive rigor in account planning territory strategy and opportunity management
• Support reps in navigating technical evaluations custom commercial structures proof of value motions and security driven buying processes
• Reinforce strong selling habits and help the team consistently improve win rates cycle efficiency and average deal quality
• Partner closely with Solutions Engineering to improve technical deal execution and customer trust
• Work with Marketing on regional campaigns event strategy and messaging feedback from the field
• Collaborate with RevOps on forecasting reporting comp alignment territories and process improvements
• Share market feedback with Product and leadership to help shape roadmap priorities and GTM motions
• Partner with Customer Success and post sales teams to ensure smooth handoffs strong expansions and long term account growth