Black Kite
Sales Director, EMEA
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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 open standards-based cyber ratings. Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third-party cyber risk management 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.
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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.
- You'll 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.
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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
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