At a Glance
- Tasks: Lead a dynamic sales team and drive innovative security solutions.
- Company: Join Endor Labs, a cutting-edge tech company revolutionising application security.
- Benefits: Competitive salary, inclusive culture, and opportunities for professional growth.
- Other info: Embrace diversity and thrive in a collaborative, high-growth atmosphere.
- Why this job: Be part of a fast-paced environment making a real impact in software security.
- Qualifications: 5+ years in B2B sales with leadership experience and a passion for coaching.
The predicted salary is between 80000 - 100000 € per year.
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.
About the Role
We are seeking a high‐impact First‐Line Sales Leader to build, develop, and lead a team of 5–6 Account Executives. 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, AppSec 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
- 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.
- 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.
- 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.
- Use data and pipeline analytics to diagnose funnel gaps and drive targeted coaching.
- Partner with RevOps 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—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 RevOps 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
- 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.
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, so we encourage all talented individuals to apply—there's no one‐size‐fits‐all here.
Sales Director (First Line, EMEA) in London employer: Endor Labs
Endor Labs is an exceptional employer that fosters a collaborative and innovative work culture, where employees are empowered to lead and develop their skills in a fast-paced environment. With a strong focus on employee growth through structured onboarding and coaching, team members are encouraged to thrive while contributing to cutting-edge security solutions. Located in a vibrant tech hub, Endor Labs offers unique opportunities to engage with industry leaders and make a meaningful impact in the software development revolution.
StudySmarter Expert Advice🤫
We think this is how you could land Sales Director (First Line, EMEA) in London
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out to potential colleagues on LinkedIn. You never know who might have the inside scoop on job openings!
✨Tip Number 2
Practice your pitch! When you land that interview, make sure you can clearly articulate how your experience aligns with the role. Focus on translating your past successes into the value you can bring to Endor Labs—especially in terms of leading teams and driving sales.
✨Tip Number 3
Be ready to showcase your leadership style. Since this role is all about building and developing a team, think about examples from your past where you’ve successfully coached others or improved team performance. Bring those stories to the table!
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, it shows you’re genuinely interested in being part of the Endor Labs journey. Let’s make it happen!
We think you need these skills to ace Sales Director (First Line, EMEA) in London
Some tips for your application 🫡
Tailor Your CV:Make sure your CV speaks directly to the role of Sales Director. Highlight your experience in leading sales teams and driving revenue, and don’t forget to sprinkle in some examples of how you've developed talent in the past.
Craft a Compelling Cover Letter:Your cover letter is your chance to shine! Use it to tell us why you're passionate about application security and how your leadership style aligns with our values at Endor Labs. Make it personal and engaging!
Showcase Your Technical Savvy:Since this role involves selling complex technical products, make sure to demonstrate your understanding of value-based selling and MEDDIC. Share specific instances where you’ve successfully translated technical capabilities into business value.
Apply Through Our Website:We encourage you to apply through our website for a smoother process. It helps us keep track of your application and ensures you’re considered for the role. Plus, it’s super easy!
How to prepare for a job interview at Endor Labs
✨Know Your Stuff
Make sure you understand Endor Labs' products and the technical aspects of the role. Brush up on value-based selling and MEDDIC frameworks, as you'll need to translate complex technical capabilities into business value for executive buyers.
✨Showcase Your Leadership Skills
Prepare examples that highlight your experience in leading sales teams and developing talent. Be ready to discuss how you've successfully recruited and retained top performers, and how you plan to instil a high-performance culture within your team.
✨Collaborate Like a Pro
Since this role involves working closely with Customer Success, Solution Architects, and Marketing, think of ways to demonstrate your collaborative skills. Share past experiences where you’ve orchestrated cross-functional partnerships to drive success.
✨Data-Driven Mindset
Familiarise yourself with sales data analytics and be prepared to discuss how you've used data to diagnose performance gaps and improve pipeline health. Showing that you can leverage data for decision-making will impress the interviewers.
