# Sales Director, EMEA

**Company:** [Tailscale](https://hotfix.jobs/companies/tailscale)
**Location:** Remote
**Role:** Sales Engineering
**Salary:** £260k – £300k/yr
**Experience:** 8+ years
**Skills:** SaaS, Enterprise Sales, Account-Based Sales, Sales Forecasting, Pipeline Management, Go-to-Market Strategy, Channel Partnerships, Cloud Partnerships, Strategic Alliances, Salesforce, Account Planning, Sales Coaching, Procurement, Negotiation
**Posted:** 2026-08-11

> Leads Tailscale’s EMEA sales organization, owning regional strategy, enterprise pipeline, partnerships, forecasting, and team expansion. The role requires a proven SaaS sales leader based in the United Kingdom with executive-level selling, multi-segment leadership, and experience scaling regional go-to-market motions.

## Job Description

## Responsibilities

### Build the EMEA Business
- Lead the current team and build the EMEA sales organization and go-to-market motion.
- Develop regional strategy, operating model, territory design, account segmentation, and coverage plans across multiple sales segments.
- Translate company goals into executable plans for new business, expansion, and partnerships.
- Establish repeatable playbooks for customers and markets across the UK and broader EMEA region.
- Provide regional market insight to inform company strategy, product priorities, and investment decisions.

### Lead From the Front
- Support and lead high-value, strategic EMEA opportunities.
- Develop executive relationships with CIOs, CISOs, CTOs, infrastructure leaders, 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 customer outcomes.

### Lead and Scale Multiple Segments
- Lead Account Executives serving commercial, mid-market, enterprise, and strategic customer segments.
- Create differentiated motions, coverage models, and performance expectations for each segment.
- Recruit, hire, onboard, and develop sales talent across the region.
- Build a high-performance culture grounded in accountability, collaboration, curiosity, customer value, and continuous learning.
- Develop future leaders and the management structure required as the organization scales.

### Build Regional Partnerships
- Define and execute EMEA partnership strategy with the Partnerships organization and Executive Leadership.
- Identify markets and customer segments where partners can accelerate awareness, pipeline creation, implementation, and expansion.
- Create rules of engagement, joint account plans, and co-selling motions with priority partners.
- Represent Tailscale with senior partner executives and at relevant regional customer and industry events.

### Create Pipeline and Regional Awareness
- Lead an outbound-first, account-based sales motion across the region.
- Build executive relationships within high-priority accounts and partner ecosystems.
- Partner with SDRs, Marketing, GTM Engineering, and Partnerships to create qualified pipeline.
- Build scalable account-planning, prospecting, event, community, and partner-sourced pipeline programs.
- Develop balanced pipeline across customer segments, products, countries, and sources.

### Drive Operational Excellence
- Own regional forecasting, pipeline health, hiring plans, and performance management.
- Establish operating cadence across forecast reviews, pipeline creation, deal inspection, account planning, and talent development.
- Use data to identify trends, improve execution, allocate resources, and communicate regional performance.
- Partner with Product and Engineering to provide structured customer and market feedback.
- Build the metrics, processes, and cross-functional relationships needed to scale effectively.

## Requirements
- Experience building or materially scaling a high-growth SaaS business in EMEA.
- Proven leadership of teams spanning multiple customer segments.
- Ability to operate with ambiguity, limited infrastructure, and significant ownership.
- Track record of winning complex new-business and expansion opportunities.
- Experience recruiting, developing, and retaining high-performing Account Executives and sales leaders.
- Success building outbound pipeline and 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 and experience navigating complex buying committees, procurement processes, and enterprise sales cycles.
- Deep familiarity with the UK and broader EMEA technology market.
- Based in the United Kingdom and able to travel throughout EMEA as needed.

## Nice to Have
- Additional European language skills.
- Experience building a region from the ground up.
- Experience creating differentiated sales motions for commercial, mid-market, enterprise, and strategic customers.

## Compensation and Benefits
- Compensation includes base salary, equity, and comprehensive benefits.
- Salary range: £260,000–£300,000.

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