Sales Director, EMEA

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Tailscale

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2020

☁️ SaaS

🔐 Security

📡 Telecommunications

💰 $100M Series B on 2022-05

SaaS • Security • Telecommunications

Tailscale is a company that provides a modern VPN solution founded on WireGuard technology, simplifying networking by creating secure, software-defined networks that connect users, services, and devices with ease. By eliminating the complexities of legacy VPNs, Tailscale offers secure remote access, site-to-site networking, and multi-cloud networking, all while ensuring user-friendly, quick deployment without complex configurations. Recognized for enabling zero-trust environments and seamless workflows, Tailscale supports robust security features such as automated user onboarding, encryption, and access control lists (ACLs). This tool is particularly popular for both enterprise and personal use, praised for its integration capabilities and ease of use, making secure networking accessible anywhere, regardless of infrastructure.

📋 Description

• Lead the current team and build Tailscale’s EMEA sales organization and go-to-market motion • Develop regional strategy, operating model, territory design, account segmentation, and coverage plans • Translate company goals into executable plans for new business, expansion, and partnerships • Establish repeatable sales playbooks across the UK and broader EMEA region • Provide regional market insight to shape company strategy, product priorities, and investment decisions • Personally support and lead high-value strategic EMEA opportunities • Develop executive relationships with CIOs, CISOs, CTOs, infrastructure leaders, security leaders, and business executives • Serve as regional executive sponsor for complex, multi-stakeholder sales cycles • Coach teams on discovery, qualification, account strategy, executive engagement, negotiation, and deal execution • Lead Account Executives across commercial, mid-market, enterprise, and strategic customer segments • Recruit, hire, onboard, and develop sales talent across the region • Develop future leaders and the management structure for the growing EMEA organization • Define and execute EMEA partnership strategy with Partnerships and Executive Leadership • Establish joint account plans and co-selling motions with priority partners • Represent Tailscale with senior partner executives and at regional customer and industry events • Lead outbound-first and account-based sales motions • Build executive relationships in priority accounts and partner ecosystems • Partner with SDRs, Marketing, GTM Engineering, and Partnerships to create qualified pipeline • Build scalable account planning, prospecting, event, community, and partner-sourced pipeline programs • Own regional forecasting, pipeline health, hiring plans, and performance management • Establish operating cadence across forecast reviews, pipeline creation, deal inspection, account planning, and talent development • Use data to identify trends, improve execution, allocate resources, and communicate regional performance to leadership • Partner with Product and Engineering on structured customer and market feedback from EMEA • Report directly to the President

🎯 Requirements

• Experienced sales leader who has built or materially scaled a high-growth SaaS business in EMEA • Proven leader of teams spanning multiple customer segments • Comfortable operating with ambiguity, limited infrastructure, and significant ownership • Strong seller and coach with a consistent record of winning complex new-business and expansion opportunities • Experience recruiting, developing, and retaining high-performing Account Executives and sales leaders • Demonstrated success building outbound pipeline and repeatable regional go-to-market motions • Experience developing channel, technology, cloud, reseller, or strategic partnership relationships in EMEA • Executive presence and credibility with CIOs, CISOs, CTOs, and senior business leaders • Strong business acumen and experience navigating complex buying committees, procurement processes, and enterprise sales cycles • Deep familiarity with the UK and broader EMEA technology market • Based in the United Kingdom and able to travel throughout EMEA as needed • Additional European language skills are valuable but not required

🏖️ Benefits

• An inclusive, flexible environment where you can be your authentic self • Flexible work arrangements and flexible paid time off • Base salary, equity incentive plan, and variable commission for quota-based roles • Comprehensive group benefits with no waiting period, including health, vision, and dental coverage for you and your family • Remote-first work environment • Virtual and in-person social events • Corporate co-working program • Employer-funded retirement contributions, matching contributions dollar-for-dollar up to a maximum annual employer contribution equal to 0.75% of eligible compensation • Annual company retreat and team off-sites • Support for intentional in-person connection through team travel and distributed collaboration • $1500 USD annually for professional development • Mentorship, coaching, and internal promotion opportunities • Flexible paid time off program • Company-owned laptop (Mac or PC) • Monthly home internet reimbursement • $500 USD to customize your workstation • Paid parental leave top-ups: 20 weeks for birthing parents and 16 weeks for non-birthing parents • Accessible and inclusive hiring process with accommodations available