Sales Director, EMEA

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Lead the existing team and develop Tailscale’s sales organization and go-to-market strategy for the EMEA region.

• Create a regional strategy, operational model, territory design, account segmentation, and coverage plans.

• Convert company objectives into actionable plans for new business development, expansion, and partnerships.

• Create repeatable sales playbooks for the UK and the wider EMEA region.

• Provide market insights to inform company strategy, product priorities, and investment choices.

• Personally manage and lead high-value strategic opportunities in EMEA.

• Build executive relationships with CIOs, CISOs, CTOs, infrastructure leaders, security executives, and business leaders.

• Act as the regional executive sponsor for intricate, multi-stakeholder sales processes.

• Coach teams on discovery, qualification, account strategy, executive engagement, negotiation, and deal closure.

• Oversee Account Executives across commercial, mid-market, enterprise, and strategic customer categories.

• Recruit, onboard, and nurture sales talent throughout the region.

• Cultivate future leaders and the management framework for the expanding EMEA organization.

• Define and implement the EMEA partnership strategy in collaboration with Partnerships and Executive Leadership.

• Create joint account plans and co-selling strategies with key partners.

• Represent Tailscale with senior partner executives and at regional customer and industry events.

• Spearhead outbound-first and account-based sales initiatives.

• Establish executive relationships within priority accounts and partner networks.

• Collaborate with SDRs, Marketing, GTM Engineering, and Partnerships to generate a qualified pipeline.

• Develop scalable programs for account planning, prospecting, events, community engagement, and partner-sourced pipeline.

• Oversee regional forecasting, pipeline health, hiring strategies, and performance management.

• Set operational rhythms for forecast reviews, pipeline creation, deal assessments, account planning, and talent development.

• Utilize data to recognize trends, enhance execution, allocate resources, and report regional performance to leadership.

• Partner with Product and Engineering to gather structured customer and market feedback from EMEA.

• Report directly to the President.

⛳️ Requirements

• A seasoned sales leader with experience in building or significantly scaling a high-growth SaaS business in EMEA.

• Proven track record of leading teams across various customer segments.

• Comfortable navigating ambiguity, limited infrastructure, and extensive ownership responsibilities.

• Strong sales skills and coaching ability with a consistent history of securing complex new business and expansion deals.

• Experience in recruiting, developing, and retaining high-achieving Account Executives and sales leaders.

• Demonstrated success in building outbound pipelines and establishing repeatable regional go-to-market strategies.

• Background in developing relationships with channel, technology, cloud, reseller, or strategic partnerships in EMEA.

• Executive presence and credibility when engaging with CIOs, CISOs, CTOs, and senior business leaders.

• Solid business acumen and experience navigating intricate buying committees, procurement processes, and enterprise sales cycles.

• In-depth knowledge of the UK and broader EMEA technology landscape.

• Based in the United Kingdom and willing to travel throughout EMEA as necessary.

• Proficiency in additional European languages is advantageous but not mandatory.

🏝️ Benefits

• An inclusive and flexible environment where you can express your authentic self.

• Flexible work arrangements and paid time off policies.

• Competitive base salary, equity incentive plan, and variable commission for quota-achieving roles.

• Comprehensive group benefits with no waiting period, including health, vision, and dental coverage for you and your family.

• Remote-first work culture.

• Opportunities for virtual and in-person social events.

• Corporate co-working program.

• Employer-funded retirement contributions, with matching contributions dollar-for-dollar up to a maximum annual employer contribution of 0.75% of eligible compensation.

• Annual company retreat and team off-site activities.

• Support for meaningful in-person connections through team travel and collaborative efforts.

• $1500 USD annually allocated for professional development.

• Access to mentorship, coaching, and internal advancement opportunities.

• Flexible paid time off program.

• Company-issued laptop (Mac or PC).

• Monthly reimbursement for home internet expenses.

• $500 USD to personalize your workstation.

• Paid parental leave enhancements: 20 weeks for birthing parents and 16 weeks for non-birthing parents.

• An accessible and inclusive hiring process with accommodations available.