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Sales Director, EMEA

Tailscale· Sales
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Hybrid (London)$0full-timePosted 2mo ago

About the role

Founding Sales Director for EMEA to build and lead Tailscale's regional sales organization from the ground up, owning strategy, execution, and partnerships across UK and broader EMEA.

Responsibilities

  • Lead the EMEA sales organization and go-to-market motion.
  • Develop regional strategy, operating model, territory design, account segmentation, and coverage across multiple sales segments.
  • Set regional priorities and translate company goals into executable plans for new business, expansion, and partnerships.
  • Establish repeatable playbooks reflecting customer needs across UK and broader EMEA.
  • Provide regional market insight to shape strategy, product priorities, and investment decisions.
  • Personally support and lead high-value EMEA opportunities.
  • Develop executive relationships with CIOs, CISOs, CTOs, infrastructure and security leaders, and business executives.
  • Serve as regional executive sponsor for complex multi-stakeholder sales cycles.
  • Coach teams on discovery, qualification, account strategy, executive engagement, negotiation, and deal execution.
  • Navigate technical, commercial, legal, procurement, and executive stakeholders to drive outcomes.
  • Lead Account Executives across multiple segments (commercial, mid-market, enterprise).
  • Create differentiated motions, coverage models, and performance expectations per segment.
  • Recruit, onboard, and develop sales talent in the region.
  • Foster a high-performance culture with accountability and continuous learning.
  • Develop future leaders and scalable regional management structure.
  • Help define and execute the EMEA partnership strategy with Partnerships and Executive Leadership.
  • Identify markets and segments where partners accelerate pipeline and expansion.
  • Establish engagement rules, joint account plans, and co-selling with priority partners.
  • Represent Tailscale with senior partner executives at events.
  • Lead outbound-first, account-based sales motion across the region.
  • Build executive relationships within high-priority accounts and partner ecosystems.
  • Collaborate with SDRs, Marketing, GTM Engineering, and Partnerships to generate qualified pipeline.
  • Create scalable account planning, prospecting, event, community, and partner-sourced pipeline programs.
  • Ensure balanced regional pipeline across segments, products, countries, and sources.
  • Own regional forecasting, pipeline health, hiring plans, and performance management.
  • Establish rigorous operating cadence for forecast reviews, pipeline creation, deal inspection, account planning, and talent development.
  • Use data to identify trends, optimize execution, allocate resources, and report performance to leadership.
  • Collaborate with Product and Engineering for structured customer and market feedback from EMEA.
  • Build metrics, processes, and cross-functional relationships to scale the organization.

Qualifications

  • An experienced sales leader who has built or materially scaled a high-growth SaaS business in EMEA.
  • Proven leader of teams across multiple customer segments with adaptable sales motions by segment and market.
  • Builder comfortable with ambiguity, limited infrastructure, and significant ownership.
  • Strong seller and coach with a track record of winning complex new-business and expansion opportunities.
  • Experience recruiting, developing, and retaining high-performing Account Executives and sales leaders.
  • Successful in building outbound pipeline and establishing repeatable regional go-to-market motions.
  • Experience developing channel, technology, cloud, reseller, or strategic partnerships in EMEA.
  • Executive presence with CIOs, CISOs, CTOs, and senior business leaders.
  • Strong business acumen navigating procurement and enterprise sales cycles.
  • Deep familiarity with the UK and broader EMEA technology market; European language skills valuable but not required.

Skills

Required:Leadership and team buildingStrategic planning and executionExecutive relationship management

Benefits

  • Inclusive, flexible environment
  • Competitive total compensation package (base salary, equity, variable commission)
  • Comprehensive group benefits (health, vision, dental, family coverage)
  • Remote-first with optional in-office collaboration; some roles note in-office requirements
  • Employer-funded retirement contributions (matching up to 0.75% of eligible compensation)
  • Annual company retreat and team events; in-person collaboration opportunities
  • Professional development stipend ($1500 USD annually) and mentorship opportunities
  • Flexible paid time off and work-life integration
  • Build-your-own home office setup with laptop choice, home internet reimbursement, and $500 for workstation setup
  • Paid parental leave top-ups (20 weeks birthing parents, 16 weeks non-birthing)
Last updated Sep 17, 2026. Interested? Apply on the company site.

About Tailscale

Secure Connectivity for AI, IoT & Multi-Cloud

The connectivity platform for devs, IT, and security teams. Zero Trust identity-based access that deploys in minutes and scales to every resource.

SecurityNetworkingZero TrustIdentity-based accessMulti-Cloud
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