At a Glance
- Tasks: Drive sales growth and build partnerships across EMEA in the cybersecurity sector.
- Company: Join Black Kite, a leader in third-party cyber risk intelligence.
- Benefits: Competitive salary, career growth opportunities, and a dynamic work environment.
- Other info: Be part of a fast-moving team tackling critical challenges in the digital landscape.
- Why this job: Make a real impact in cybersecurity while collaborating with top professionals.
- Qualifications: 10+ years in B2B SaaS sales, with a strong background in cybersecurity.
The predicted salary is between 80000 - 100000 £ per year.
Black Kite is the global leader in third-party cyber risk intelligence, trusted by more than 3,000 organizations worldwide. We give security and business leaders a continuous, outside-in view of their entire vendor ecosystem — translating complex cyber, financial, and compliance signals into clear, actionable risk intelligence. 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.
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.
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
- 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.
- 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).
- Forecast accuracy against actual bookings.
Sales Director, EMEA employer: Black Kite
Black Kite is an exceptional employer that fosters a dynamic and collaborative work culture, empowering its employees to thrive in the fast-paced cybersecurity landscape. With a strong focus on professional development and growth opportunities, team members are encouraged to innovate and excel while enjoying the benefits of working in a diverse and inclusive environment across the vibrant EMEA region. Join us to be part of a forward-thinking company that values your contributions and supports your career journey.
StudySmarter Expert Advice🤫
We think this is how you could land Sales Director, EMEA
✨Tip Number 1
Network like a pro! Get out there and connect with industry folks on LinkedIn or at events. Building relationships with CISOs and CROs can open doors that a CV just can't.
✨Tip Number 2
Showcase your expertise! When you chat with potential employers, share insights about DORA, NIS2, and the UK Cyber Resilience Act. This will position you as a knowledgeable candidate who understands the landscape.
✨Tip Number 3
Be proactive in your approach! Don’t wait for job postings to appear. Reach out directly to companies like Black Kite through our website and express your interest in the Sales Director role.
✨Tip Number 4
Prepare for those interviews! Research Black Kite’s market presence and be ready to discuss how you can drive new logo acquisition and upsell growth. Show them you’re the right fit for their high-impact team.
We think you need these skills to ace Sales Director, EMEA
Some tips for your application 🫡
Tailor Your CV:Make sure your CV speaks directly to the Sales Director role. Highlight your B2B SaaS experience and any relevant cybersecurity sales achievements. We want to see how you’ve built relationships and driven growth in similar environments.
Craft a Compelling Cover Letter:Your cover letter is your chance to shine! Use it to tell us why you're passionate about cybersecurity and how your experience aligns with our mission at Black Kite. Be sure to mention your familiarity with DORA, NIS2, and the UK CRA.
Showcase Your Network:We love seeing candidates who have a strong network in the EMEA region. Mention any warm relationships you have with channel partners or enterprise buyers. This can really set you apart from other applicants!
Apply Through Our Website:Don’t forget to apply through our website! It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows you’re serious about joining our team at Black Kite.
How to prepare for a job interview at Black Kite
✨Know Your Cybersecurity Stuff
Make sure you brush up on your knowledge of DORA, NIS2, and the UK Cyber Resilience Act. Being able to discuss these regulations confidently will show that you understand the landscape and can position Black Kite as a compliance-enabling platform.
✨Leverage Your Network
Before the interview, think about your existing relationships with channel partners and enterprise buyers in the EMEA region. Be ready to share specific examples of how you've activated these connections in the past and how you plan to do so at Black Kite.
✨Showcase Your Sales Strategy
Prepare to discuss your approach to managing complex sales cycles. Highlight your experience in building territory plans and mapping buying centres, as well as how you’ve successfully closed enterprise deals in multi-stakeholder environments.
✨Demonstrate Your Leadership Skills
As a Sales Director, you'll need to show that you can lead and inspire a team. Be ready to talk about how you've collaborated with sales leadership in the past and how you plan to drive new logo acquisition and upsell growth across named EMEA accounts.
