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 a collaborative environment where diverse perspectives are valued.
- Why this job: Be part of a fast-growing company making a real impact in software security.
- Qualifications: 5+ years in B2B sales with leadership experience; passion for developing talent.
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) employer: Endor Labs
Endor Labs is an exceptional employer that fosters a collaborative and innovative work culture, perfect for those looking to make a significant impact in the field of application security. With a strong emphasis on employee growth, you will have the opportunity to lead and develop a talented sales team while benefiting from structured onboarding and coaching. Located in a fast-paced environment, Endor Labs not only values diversity and inclusion but also encourages a culture of continuous learning and data-driven decision-making, making it an ideal place for ambitious professionals seeking meaningful and rewarding careers.
StudySmarter Expert Advice🤫
We think this is how you could land Sales Director (First Line, EMEA)
✨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
Prepare for those interviews! Research Endor Labs and understand their products and values. Be ready to discuss how your experience aligns with their mission. Practise common interview questions and think about how you can showcase your leadership skills and sales strategies.
✨Tip Number 3
Follow up after interviews! A quick thank-you email can go a long way. It shows your enthusiasm for the role and keeps you fresh in their minds. Plus, it’s a great opportunity to reiterate why you’re the perfect fit for the Sales Director position.
✨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 team. Let’s make this happen together!
We think you need these skills to ace Sales Director (First Line, EMEA)
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 and executed successful strategies.
Craft a Compelling Cover Letter:Your cover letter is your chance to shine! Use it to tell us why you’re passionate about the role and how your background aligns with our mission at Endor Labs. Be specific about your achievements and how they relate to the challenges we face.
Showcase Your Leadership Style:We want to know how you lead! In your application, share your leadership philosophy and how you’ve successfully coached teams in the past. Give us a glimpse into how you create a high-performance culture and drive results.
Apply Through Our Website:Don’t forget to apply through our website! It’s the best way for us to keep track of your application and ensure it gets the attention it deserves. Plus, it shows you’re serious about joining our team!
How to prepare for a job interview at Endor Labs
✨Know Your Stuff
Before the interview, dive deep into Endor Labs' products and services. Understand how their Application Security platform works and be ready to discuss its technical aspects. This will help you translate their capabilities into business value during your conversation.
✨Showcase Your Leadership Skills
Prepare specific examples of how you've successfully led sales teams in the past. Highlight your experience in recruiting, coaching, and developing talent, as well as how you've driven pipeline and quota attainment. This will demonstrate that you're not just a sales leader but a mentor who can elevate others.
✨Embrace Value-Based Selling
Familiarise yourself with value-based selling frameworks and MEDDIC qualification. Be ready to discuss how you've applied these methods in previous roles to improve win rates. This shows that you understand the sales process and can coach your team effectively.
✨Be Data-Driven
Come prepared with insights from your past sales data. Discuss how you've used analytics to identify performance gaps and drive targeted coaching. This will illustrate your ability to leverage data for strategic decision-making, which is crucial in a fast-paced environment like Endor Labs.
