Vice President Sales - EMEA

1 month ago
Full-time
Executive
Sales and Business Development
UpGuard

UpGuard

UpGuard is a cybersecurity ratings platform based in Sydney, Australia, specializing in third-party risk management and attack surface monitoring to prevent data breaches and enhance IT security.

Professional Services
51-250
Founded 2012
$47M raised

Description

  • Own EMEA revenue, regional targets and overall commercial performance for UpGuard in the region.
  • Act as a hands-on player‑coach for the first 12–24 months: work close to deals, coach Account Executives, and refine the sales motion.
  • Build and scale a repeatable sales motion and the foundational management layer required for sustained growth.
  • Lead the transition to a multi-product/platform-led go-to-market strategy across EMEA, targeting technical buyers and mid-market accounts.
  • Recruit, develop and manage a remote-first, distributed sales team while fostering a high-performance, accountable culture.
  • Drive mid-market deal cycles with typical deal sizes in the $30k–$40k range and improve win rates against technical buyers (CISOs, CTOs).
  • Collaborate with executive leadership and cross-functional teams to align regional strategy, forecasting and go-to-market execution.
  • Establish processes for performance coaching, team development, and succession as the role evolves into broader strategic leadership.

Requirements

  • Proven experience scaling a B2B SaaS sales organisation in EMEA through a significant growth phase.
  • Experience selling multi-product or platform solutions to technical buyers such as CISOs and CTOs.
  • Strong background in mid-market sales with typical deal sizes of $30k–$40k.
  • Demonstrated success building and leading teams in a remote-first, globally distributed environment.
  • Experience working for a non-EMEA headquartered company (ideally US- or Australian-based).
  • Track record of owning a region from a meaningful revenue base and scaling it further.
  • Coaching mindset with the ability to build loyalty, accountability and high performance in sales teams.
  • Low-ego, high-agency leadership approach and bias for action.
  • Cybersecurity experience and channel exposure highly valued but not mandatory.
  • Eligible candidates must be able to complete national police history and reference checks; UpGuard cannot support candidates requiring visa sponsorship or relocation (U.S. hiring limited to specified states).

Benefits

  • Monthly lifestyle subsidy for financial, physical and mental well-being.
  • Work-from-home setup allowance to be provided within the first 3 months.
  • $1,500 USD annual Learning & Development allowance.
  • Paid annual leave (PTO) plus two additional UpGuardian leave days.
  • 18 weeks paid parental leave irrespective of parenting role.
  • Personal leave allowance covering sick and carer’s leave.
  • Fully remote working environment with optional physical offices in Sydney & Hobart.
  • Top-spec laptop provided for the role and paid subscriptions to generative AI tools.
  • Health, dental and vision insurance.
  • Stock options

Interested in this position?

Apply directly on the company website

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