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For Companies 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, dynamic work environment, and opportunities for career advancement.
- Other info: Opportunity to represent Black Kite at key industry events and shape market presence.
- Why this job: Make a real impact in cybersecurity while working with a high-performing team.
- Qualifications: 10+ years in B2B SaaS sales, with a strong background in cybersecurity.
The predicted salary is between 80000 - 100000 ÂŁ per year.
About Black Kite
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. 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.
Sales Director, EMEA employer: Blackkite
Contact Detail:
Blackkite Recruiting Team
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 is key, especially in the cybersecurity space where trust is everything.
✨Tip Number 2
Do your homework on Black Kite! Understand our products and how we help businesses tackle cyber risks. This knowledge will help you tailor your pitch and show that you're genuinely interested in what we do.
✨Tip Number 3
Prepare for those tough questions! Think about how you can leverage your experience in B2B SaaS sales and your understanding of compliance regulations to demonstrate your value to us.
✨Tip Number 4
Apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, it shows you’re serious about joining our team at Black Kite.
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 can drive growth in EMEA!
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 skills align with our mission at Black Kite. Show us your personality and enthusiasm!
Showcase Your Network: Since this role involves building partnerships, mention any warm relationships you have with channel partners or enterprise buyers in the EMEA region. We love to see how you can leverage your connections!
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Don’t miss out on this opportunity!
How to prepare for a job interview at Blackkite
✨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 Black Kite operates in and can position their solutions effectively.
✨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 any successful strategies you've used to close enterprise deals in multi-stakeholder environments.
✨Demonstrate Your Executive Presence
Since you'll be interacting with high-level executives like CISOs and CROs, practice articulating your thoughts clearly and confidently. Use role-play scenarios to simulate conversations with these leaders, showcasing your ability to build trust and rapport.