Director of Sales EMEA
Skills
About the Role
You will lead and scale the EMEA sales organization, coaching and developing Account Executives and SDRs/BDRs while also acting as a player-coach on strategic opportunities. You will run pipeline reviews and forecasts, enforce CRM hygiene and sales processes, support complex technical evaluations and custom commercial structures, and work cross-functionally with Solutions Engineering, Product, Marketing, RevOps and Customer Success to win deals and grow accounts.
Requirements
- 7+ years B2B SaaS or security sales experience with 4+ years managing 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 high-growth environments
- Proven track record exceeding team quota and building pipeline coverage
- Proven ability to coach reps on complex multi-stakeholder and enterprise deals
- Operational discipline in forecasting, CRM hygiene, pipeline management and inspection
- Ability to work cross-functionally and influence Product, SE, Marketing, RevOps and CS
- Strong communication skills and executive presence; comfortable with ambiguity
- Builder mindset; create process, structure and repeatability from the ground up
Responsibilities
- Lead, coach and develop EMEA Account Executives
- Build a culture of accountability, urgency and continuous improvement
- Run weekly pipeline reviews, forecast calls, deal strategy sessions and performance check-ins
- Coach representatives 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 sales talent across the region
- Act as a player-coach on strategic opportunities and unblock deals
- Own regional performance across pipeline generation, new ARR, forecast accuracy and execution quality
- Help the team win complex deals across exchanges, wallets, banks, infrastructure providers and financial institutions
- Improve outbound execution and partner with BDRs and AEs to increase pipeline quality
- Ensure CRM hygiene, clear next steps, mutual action plans, qualification and deal progression
- Drive rigor in account planning, territory strategy and opportunity management
- Support reps through technical evaluations, custom commercial structures, proof-of-value motions and security-driven buying processes
- Reinforce selling habits to improve win rates, cycle efficiency and deal quality
- Partner with Solutions Engineering to improve technical deal execution
- Collaborate with Marketing on regional campaigns, event strategy and messaging
- Collaborate with RevOps on forecasting, reporting, compensation alignment, territories and process improvements
- Share market feedback with Product and leadership to shape roadmap and GTM motions
- Partner with Customer Success to ensure smooth handoffs, expansions and account growth