Head of Sales - EMEA

Accountabilities:: Lead, develop, and scale the EMEA sales organization, coaching, mentoring, and empowering Account Executives and Sales Development Representatives to achieve ambitious commercial objectives. Define and execute the regional sales strategy, translating broader business goals into actionable plans, clear priorities, and measurable performance targets. Build a high-performance sales culture based on accountability, ownership, continuous improvement, and professional development. Provide strategic guidance and hands-on support for complex enterprise sales opportunities, including executive-level engagement, multi-stakeholder negotiations, and strategic account development. Identify recruitment needs, attract top sales talent, and oversee hiring, onboarding, performance management, and ongoing team development. Own pipeline management and sales forecasting, leveraging CRM data and performance analytics to improve visibility, identify risks, and ensure predictable revenue generation. Continuously optimize sales methodologies, playbooks, processes, and operational workflows to improve efficiency and support sustainable growth. Work closely with the Chief Revenue Officer and other senior leaders to align regional commercial priorities with overall business objectives. Collaborate with Marketing, Product, and Solutions Engineering teams to strengthen go-to-market execution, share market insights, and deliver a consistent customer experience. Identify new business opportunities, emerging market trends, and strategic partnerships to expand the organization's presence across EMEA. Encourage the adoption of AI-powered tools and innovative technologies to improve sales productivity, streamline workflows, and support data-driven commercial decisions. Maintain a balance between strategic leadership and operational execution, ensuring the sales organization has the structure, resources, and capabilities needed to achieve its objectives. Requirements: At least 5 years of experience selling cybersecurity software to enterprise customers, with a proven track record of consistently achieving ambitious sales targets. Minimum 4 years of sales management experience, with demonstrated success leading, coaching, and developing high-performing commercial teams. Proven experience scaling sales organizations and commercial operations, including recruitment, talent development, performance management, and sales process implementation. Previous experience working in startup or scale-up environments, with an understanding of the challenges associated with rapid growth, evolving priorities, and organizational development. Strong knowledge of complex enterprise sales cycles, including multi-stakeholder negotiations, executive-level engagement, strategic account management, and consultative selling. Excellent commercial and analytical skills, with hands-on experience in pipeline management, revenue forecasting, CRM systems, and performance reporting. Demonstrated ability to combine strategic leadership with practical execution, translating business objectives into clear sales strategies and measurable outcomes. A people-first leadership approach, with the ability to motivate teams, provide constructive feedback, establish accountability, and support individual career development. Experience embracing and implementing AI-powered tools to improve sales productivity, optimize processes, and enhance decision-making. Strong communication, stakeholder management, and interpersonal skills, with the ability to collaborate effectively with senior executives and cross-functional teams. Entrepreneurial mindset, adaptability, and a proactive, solutions-oriented approach to working in a fast-paced and evolving business environment. Alignment with a culture built around ownership, teamwork, execution speed, and continuous growth. Willingness to undergo a background check as part of the recruitment process. Additional qualifications that would be an advantage: Experience with MEDDIC or MEDDPICC sales qualification methodologies. Previous experience leading sales teams across multiple EMEA markets. Experience managing international or multi-continental sales organizations. An established professional network within the cybersecurity industry. Previous experience selling offensive security, exposure management, penetration testing, or AI-powered cybersecurity solutions. Benefits: Permanent employment: Full-time position with a permanent employment contract. Unlimited paid holiday: Flexible paid time off to support work-life balance and personal wellbeing. Equity participation: Stock options package, providing an opportunity to share in the organization's long-term success. Mobile phone allowance: Financial support for mobile phone expenses. Remote working support: Work-from-home budget to help create a comfortable and productive home office. Business travel benefits: Business travel card to facilitate professional travel. Mobility benefits: Swapfiets bicycle subscription. Referral bonuses: Financial rewards for successful employee referrals. Remote flexibility: Fully remote working arrangements, with opportunities to collaborate across international locations. Career growth: Opportunity to build and lead a growing international sales organization while contributing to an ambitious business expansion journey. Meaningful impact: Help organizations strengthen their cybersecurity defenses by identifying and addressing vulnerabilities before malicious attackers can exploit them. Innovative environment: Work with advanced AI-powered technologies at the forefront of offensive cybersecurity and digital exposure management. Collaborative culture: Join an international team that values ownership, shared success, innovation, and professional development.