At a Glance
- Tasks: Lead and develop a high-performing sales team across EMEA, driving pipeline and closing deals.
- Company: Join Endor Labs, a cutting-edge application security platform transforming software development.
- Benefits: Competitive salary, inclusive culture, and opportunities for professional growth.
- Other info: Embrace a culture of diversity and continuous learning at Endor Labs.
- Why this job: Make a real impact in a fast-paced environment while developing future sales leaders.
- Qualifications: 5+ years in B2B sales with leadership experience; strong track record in recruiting and developing talent.
The predicted salary is between 90000 - 110000 £ per year.
About Us
Endor Labs is building the Application Security platform for the software development revolution.
Modern software is complex and dependency-rich, making it increasingly difficult to pinpoint the risks that truly matter.
Endor Labs solves this challenge by building a call graph of your entire software estate—enabling teams to clearly identify, prioritize, and fix critical risks faster.
Trusted by companies that are one or one hundred years old, Endor Labs secures code whether it was written by humans or AI, and whether it's 40-year old C++ code or cutting edge Bazel Monorepos.
Endor Labs was founded by serial entrepreneurs Varun Badhwar and Dimitri Stiliadis, and is backed by leading VC firms such as Dell Technology Capital, Lightspeed, and Sierra Ventures.
About the Role
We are seeking a high-impact First-Line Sales Leader, reporting into our CRO, to build, develop, and lead a team of 5–6 Account Executives across the UK/I and EMEA.
This is a leadership role designed for a leader who thrives on both executing quota and developing the next generation of sales talent.
You will operate in a collaborative, matrixed environment—partnering closely with Customer Success, Solution Architects, Sales Development (SDRs), and Marketing to drive pipeline and close business.
This is a technically complex sale.
Our buyers are CISOs, App Sec leaders, and engineering executives.
You and your team must be able to translate Endor Labs' technical capabilities into clear, compelling business value—and you must know how to coach others to do the same.
- How You'll Make an Impact
- Team Leadership & Matrixed Execution
- Lead and develop a team of 5–6 AEs, driving rigorous pipeline, deal strategy, and team operating cadence.
- Orchestrate cross-functional partners (CS, SAs, SDRs, Marketing) to execute territory strategy and close deals.
- Recruiting & Talent Development
- Own recruiting end-to-end—build a continuous pipeline of top talent and hire high-performing AEs.
- Develop and retain talent through structured onboarding, coaching, and clear growth plans.
- Pipeline Generation & Sales-Led Prospecting
- Drive a sales-led pipeline culture where reps own pipeline creation through strategic prospecting.
- Partner with SDRs and Marketing to improve pipeline quality, coverage, and conversion.
- Value-Based Selling & MEDDIC Execution
- Instill disciplined, value-based selling and MEDDIC across all deals to improve win rates.
- Coach reps to translate technical capabilities into clear business outcomes for executive buyers.
- Performance & Quota Attainment
- Consistently deliver on team revenue targets with accurate forecasting and strong pipeline health.
- Identify and address performance gaps early while balancing short-term execution with long-term growth.
- Data-Driven Sales Management
- Use data and pipeline analytics to diagnose funnel gaps and drive targeted coaching.
- Partner with Rev Ops to improve reporting, insights, and territory planning.
- Adaptability & Operational Excellence
- Lead effectively in a fast-paced, evolving environment—embracing ambiguity and driving execution.
- Contribute to building scalable sales processes, playbooks, and external market presence.
What You Bring to the Table
- 5+ years in B2B enterprise or commercial technology sales, with 2+ years managing and leading quota-carrying AE teams
- Demonstrated track record of recruiting top sales talent—with specific examples of sourcing, closing, and retaining high performers
- Proven history of developing reps: promotions, expanded territories, and measurable performance improvements on your teams
- Consistent record of meeting or exceeding team quota over multiple years
- Deep expertise in value-based selling frameworks and MEDDIC (or MEDDPICC) qualification
- Experience selling complex, technical products to technical and business buyers simultaneously
- Strong ability to interpret and act on sales data; comfortable working alongside Rev Ops to use analytics in day-to-day management
- Demonstrated ability to lead effectively in a matrixed organization—influencing without authority across CS, SAs, SDRs, and Marketing
- Thrives in fast-paced, high-growth environments with evolving priorities
- Leadership Philosophy at Endor
We believe great sales leaders don't just manage numbers—they build people.
At Endor Labs, your ability to attract, develop, and retain elite sales talent is as central to this role as your quarterly attainment.
We expect our leaders to
- Recruit like it's always a priority—because it is
- Coach with specificity and empathy, not just urgency
- Hold the team to a high standard while creating a culture where people want to perform
- Model the behaviors they expect: intellectual curiosity, integrity, and a bias toward action
- Embrace data and use it to get better—not just to report upward
- Why Endor Labs
We're building at the intersection of developer productivity and security — one of the fastest-growing spaces in software.
Our dev-loved platform has real ROI, strong momentum, and customers who care about doing things right.
At Endor Labs, we think big, start small, and learn fast.
We take ownership, move with purpose, and always start with the customer's success.
We debate with data, make the complex simple, and challenge each other with kindness and candor.
We celebrate wins, learn from misses, and have fun along the way — because when our customers win, we all win.
Endor Labs is an Equal Opportunity Employer.
We celebrate diversity and are committed to creating an inclusive environment for all employees.
Even if you don't fit every requirement above, we believe in the power of diverse perspectives and experiences.
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Sales Director (First Line) - EMEA employer: Endor Labs
Endor Labs is an exceptional employer that fosters a dynamic and collaborative work culture, perfect for those looking to make a significant impact in the tech industry. With a strong focus on employee development, you will have ample opportunities to grow your skills and advance your career while leading a high-performing team in the vibrant UK/I and EMEA markets. Join us to be part of a forward-thinking company that values innovation and teamwork, translating technical prowess into real business solutions.
StudySmarter Expert Advice🤫
We think this is how you could land Sales Director (First Line) - EMEA
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Sales Director (First Line) - EMEA at Endor Labs, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Endor Labs. Tailor your message to explain why you’re drawn to them and how you can contribute as a Sales Director (First Line) - EMEA. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Sales Director (First Line) - EMEA
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Endor Labs:When writing your cover letter, make sure to tailor your message specifically for Endor Labs. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Endor Labs
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Endor Labs that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Endor Labs that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Endor Labs’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
