Sales Director, EMEA

• Build and lead one of Tailscale's most important growth initiatives as founding Sales Director for EMEA. • Shape how a category-leading company enters and scales a major region, developing strategic customer and partner relationships, recruiting an exceptional team, and creating the operating model for long-term growth. • Act as regional leader, seller, coach, and builder, owning EMEA sales strategy across multiple customer segments while personally advancing the region's most important opportunities and executive relationships. • Lead a focused team of Account Executives initially, working closely with Customer Engineering, RevOps, Marketing, GTM Engineering, and Executive Leadership, then scale the regional organisation as the business grows. • Report directly to the President in this UK-based role, working remotely with travel throughout EMEA as needed.

• Have built or materially scaled a high-growth SaaS business in EMEA as an experienced sales leader. • Have led teams spanning multiple customer segments, with the judgement to adapt the sales motion by segment and market. • Operate comfortably as a builder, working with ambiguity, limited infrastructure, and significant ownership. • Sell and coach strongly, with a consistent record of winning complex new-business and expansion opportunities. • Have recruited, developed, and retained high-performing Account Executives and sales leaders. • Show demonstrated success building outbound pipeline and establishing repeatable regional go-to-market motions. • Have developed channel, technology, cloud, reseller, or strategic partnership relationships in EMEA. • Bring executive presence and credibility with CIOs, CISOs, CTOs, and senior business leaders. • Have strong business acumen and experience navigating complex buying committees, procurement processes, and enterprise sales cycles. • Know the UK and broader EMEA technology market deeply. • Be based in the United Kingdom and able to travel throughout EMEA as needed.

• Speak an additional European language alongside English. • Have built a region from scratch rather than inherited a mature organisation. • Have developed frontline sales leaders and built management structure during rapid scaling. • Have treated partnerships as a core growth lever rather than a secondary function. • Have sold infrastructure, networking, or security products to technical buyers.

• Lead the current team and build out the EMEA sales organisation and go-to-market motion. • Develop the regional strategy, operating model, territory design, account segmentation, and coverage plan across multiple sales segments. • Establish repeatable playbooks that reflect the needs of customers and markets across the UK and broader EMEA. • Personally support and, where appropriate, lead the highest-value and most strategic EMEA opportunities. • Develop trusted executive relationships with CIOs, CISOs, CTOs, infrastructure leaders, security leaders, and business executives. • Serve as regional executive sponsor and quarterback for complex, multi-stakeholder sales cycles. • Coach teams on discovery, qualification, account strategy, executive engagement, negotiation, and deal execution. • Recruit, hire, onboard, and develop exceptional sales talent, building a high-performance culture and developing future leaders. • Help define and execute the EMEA partnership strategy, creating rules of engagement, joint account plans, and co-selling motions with priority partners. • Represent Tailscale with senior partner executives and at regional customer and industry events. • Lead an outbound-first and account-based sales motion, partnering with SDRs, Marketing, GTM Engineering, and Partnerships to create qualified pipeline. • Own regional forecasting, pipeline health, hiring plans, and performance management, with a rigorous operating cadence across forecast reviews, deal inspection, and account planning. • Use data to identify trends, improve execution, allocate resources, and communicate regional performance to leadership. • Partner closely with Product and Engineering to provide structured customer and market feedback from EMEA.

• Receive a competitive total compensation package including base salary, an equity incentive plan, and variable commission. • Access comprehensive group benefits with no waiting period, covering health, vision, dental, and more for you and your family. • Work remote-first with support for virtual and in-person social events and a corporate co-working programme at WeWork or similar spaces. • Get employer-funded retirement contributions matched dollar-for-dollar, up to 0.75% of your eligible compensation annually. • Attend the annual company retreat and team off-sites, connecting with teammates across Canada, the US, the UK, and Singapore. • Spend $1,500 USD annually on professional development, alongside mentorship, coaching, and internal promotion opportunities. • Take flexible paid time off that supports whatever life throws your way. • Build your own home office with a company-owned laptop of your choice, monthly home internet reimbursement, and $500 USD to customise your workstation. • Take paid parental leave top-ups of 20 weeks for birthing parents and 16 weeks for non-birthing parents.

Tailscale is building the new Internet by delivering software that makes it easy to securely interconnect people and their devices wherever they are. Teams of every size, from hobbyists to multinational corporations, use Tailscale to protect their networks and share access to internal tools. The company was founded in 2019, is fully distributed, and is backed by Accel, CRV, Insight, Heavybit, and Uncork Capital.