Sales Director, EMEA

About the role

You will own the end-to-end EMEA sales strategy and execution for Tailscale, defining how the company enters and scales across the region. You will personally engage with the most strategic enterprise opportunities while coaching the executive team and building a repeatable sales motion. You will establish the operating model, territory strategy, and hiring plans that allow Tailscale to grow efficiently across diverse customer segments. You will develop deep market insight and translate it into company-level priorities for product, marketing, and investment decisions. This role requires you to build trusted relationships with C-level executives across security, infrastructure, and IT decision makers. You will be responsible for creating sustainable pipelines and ensuring that Tailscale's security and networking story resonates at the highest levels of the organization.

Key facts

What you'll do

Develop and own the EMEA sales strategy, including territory design, account segmentation, and coverage models for multiple customer segments.

Build and scale the regional sales organization, including hiring plans, onboarding, and development of Account Executives and Sales Engineers.

Establish repeatable playbooks for new business, expansion, and renewal motions that reflect regional market needs and customer expectations.

Set regional priorities and translate Tailscale's company goals into executable plans for new business acquisition and customer expansion.

Provide regional market feedback and customer insight to influence product priorities, messaging, and GTM investments at the company level.

Personally engage in Tailscale's highest-value and most strategic EMEA opportunities, acting as executive sponsor for complex, multi-stakeholder sales cycles.

Develop and maintain trusted relationships with CIOs, CISOs, CTOs, infrastructure leaders, security leaders, and other C-level executives across the region.

Coach and mentor a growing team of Account Executives on discovery, qualification, account strategy, negotiation, and deal execution.

Define and manage the regional operating cadence, including pipeline reviews, forecasting, and performance metrics to ensure predictable growth.

Partner closely with Customer Engineering, RevOps, Marketing, GTM Engineering, and Executive Leadership to align go-to-market execution across functions.

Champion partnerships with channel, cloud, technology, and strategic alliance partners that accelerate customer acquisition and expansion in EMEA.

Provide clear and timely regional market intelligence that shapes company strategy, product direction, and resource allocation.

Own the end-to-end sales process for key accounts, navigating technical, commercial, legal, procurement, and executive stakeholders to drive successful outcomes.

Establish a scalable foundation for long-term growth by building processes, tools, and playbooks that can be replicated across EMEA.

Requirements

You must have a proven track record of building and leading high-performing sales teams in a fast-growth SaaS environment.

You must have deep experience selling complex, platform-level technology solutions to enterprise customers across multiple segments.

You must have a strong history of developing and executing sales strategies that scale across international regions.

You must be comfortable operating with ambiguity and driving outcomes in a fast-paced, distributed, and rapidly evolving organization.

You must have fluency in English, both written and verbal, to communicate effectively with executive stakeholders across EMEA.

You must have experience managing multi-stakeholder sales cycles that involve security, infrastructure, legal, and executive decision makers.

You must have a demonstrated ability to coach and develop senior sales professionals and build leadership depth within a growing team.

You must have a strong understanding of networking, security, and infrastructure technology trends and how they influence buying decisions.

Nice to have

Experience operating in the UK and broader EMEA region with a track record of successful market entry or expansion.

Background in channel, partner, or alliance-led go-to-market motions in technology.

Experience working with distributed, fully remote teams and building inclusive operating models.

Practical notes

This role is based in the United Kingdom and is configured for remote work.

The engagement is full-time, and the candidate must be available to work during standard business hours relevant to EMEA operations.

Travel may be required to support key customers, partners, and company events across the EMEA region.

Visa sponsorship is not applicable for this role given the remote location and UK-based configuration.