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Sales Director (EMEA)
- London, England, United Kingdom
- London, England, United Kingdom
Über
We go beyond scores and ratings. Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third‑party risk programs in an increasingly complex digital environment. Our work has earned consistent recognition from customers and industry analysts alike.
Why Black Kite We're a fast‑moving, high‑impact team solving one of the most critical challenges in cybersecurity today. If you're looking to do meaningful work alongside sharp, collaborative people — and grow your career in a space that matters — you're in the right place.
The Opportunity Black Kite is hiring a Sales Director, EMEA to own and accelerate our commercial growth across Europe, the Middle East, and Africa. The foundation is already in place: a proven go‑to‑market motion, a high‑performing global sales organisation, and an established network of EMEA customers and channel contacts. Your job is to build on it — converting warm relationships into structured partnerships and driving the regional business to the next level.
This role is for a seasoned, self‑sufficient operator who thrives on ownership. You'll partner directly with Black Kite's sales leadership to localise and execute our GTM playbook, close enterprise deals, and build a channel ecosystem that generates autonomous pipeline.
What You'll Own Revenue & Pipeline
Drive new logo acquisition and upsell growth across named EMEA enterprise accounts. Manage complex, multi‑threaded sales cycles from prospecting through close, with direct accountability for quota attainment and forecast accuracy.
Channel Development: Convert an existing network of warm EMEA contacts into contracted VAR and MSP partnerships. Route direct leads strategically to maximise conversion velocity and partner‑led pipeline.
Strategic Accounts: Build territory plans, map buying centres, and develop trusted relationships with CISOs, CROs, and procurement leaders across target accounts. Co‑sell with Alliance partners to expand reach into net‑new accounts.
Regulatory Positioning: Leverage fluency in DORA, NIS2, and the UK Cyber Resilience Act to position Black Kite as the compliance‑enabling platform of choice for EMEA enterprises.
Market Presence: Represent Black Kite at key EMEA events, analyst briefings, and cyber insurance discussions. Feed field‑based competitive and market intelligence back to leadership.
What You Bring
10+ years of B2B SaaS/software sales experience, with a track record of building and owning a region — not just executing within one
Demonstrated success building VAR/MSP ecosystems that generate autonomous, partner‑led pipeline
Cybersecurity software sales background required; experience in TPCRM, GRC, or risk management platforms is a strong advantage
Deep familiarity with DORA, NIS2, and the UK CRA, and the ability to translate regulatory requirements into compelling sales narratives
Warm, activatable relationships with channel partners, distributors, and enterprise buyers across the EMEA cybersecurity or risk management space
Consistent track record of meeting and exceeding annual quota in complex, multi‑stakeholder environments
Credible executive presence with CISOs, CROs, and senior security leaders
Rigorous CRM discipline and pipeline management
How We'll Measure Success
Net‑new EMEA enterprise customer growth
Quota attainment and pipeline coverage ratio
Partner activation rate (percentage generating autonomous pipeline)
Lead‑to‑close conversion velocity
Forecast accuracy against actual bookings
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Sprachkenntnisse
- English
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