Enterprise Sales Director, UK&I

TrendAI; Greater London; Hybrid; GBP 120,000 - 180,000; Full time

Job summary

TrendAI, the global AI security leader, is seeking a Sales Director, Expansion to own UK&I expansion, renewals, and cross-sell across key accounts. You will lead an 11-person team and engage CISO and IT executives, while deepening partnerships with top VARs and channel partners in a field-first, London-based setup.

You will balance data-driven forecasting with high-trust relationships, driving multi-year, multi-product deals and ARR durability in a fast-evolving cybersecurity landscape.

Qualifications

• Proven leadership of an enterprise sales team (8–15+ reps) in a subscription/ARR-based tech business.
• Track record growing and protecting existing customer relationships.
• Established relationships with UK&I VAR partners and senior security/IT stakeholders.
• Strong knowledge of Vulnerability and Risk Exposure Management landscape.

Responsibilities

• Own Expansion ARR, retention (GRR), and growth (NRR) targets for UK&I with a weekly forecast cadence.
• Lead a team of 11 Account Managers/Account Executives and coach on MEDDPICC.
• Build renewal-wave visibility by quarter and map renewal concentrations with risk ratings.
• Develop peer-to-peer relationships with CISOs and executive sponsors on renewals.
• Grow top-10 VAR partnerships and develop joint go-to-market plays for the base.
• Represent TrendAI credibly in partner-led commercial conversations on strategic renewals.

Skills

Enterprise sales leadership

Retention/expansion expertise

CISO/exec stakeholder engagement

VAR partner relationship building

Data-driven decision making

MEDDPICC qualification

Team coaching

Tools

MEDDPICC

Job description

TrendAI™, the global AI security leader and enterprise business unit of Trend Micro, empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk.

At TrendAI™, we’re always seeking exceptional talent; people who want to collaborate with the best and push boundaries together. Here, your work goes beyond building a career. You will help protect what matters and play a vital role in shaping a safer, more trustworthy AI-powered future.

AI Fearlessly.

The Role

As Sales Director, Expansion, you'll own the commercial health and growth of TrendAI's existing UK&I customer base – a retain-and-grow mandate spanning renewals, upsell, and cross-sell across our most valuable accounts. You'll lead a team of 11, personally engaging on our most valued relationships and highest-value renewals, and building genuine, peer-to-peer relationships with the CISOs, IT Directors, and executive sponsors who trust TrendAI to protect their business.

You’ll be leveraging and supporting the execution of our channel strategy in the region – building and deepening relationships with our top-tier Value-Added Reseller (VAR) partners to unlock joint growth across the base.

Key Responsibilities:

Commercial ownership

• Own Expansion ARR, retention (GRR), and growth (NRR) targets for UK&I, running a weekly forecast cadence grounded in data, not gut feel.
• Build renewal-wave visibility by quarter, with the largest renewal concentrations mapped and risk-rated well ahead of time.

Strategic & valued relationships

• Personally lead relationships on key customer renewals, engaging at CISO and executive-sponsor level.
• Build and grow customer relationships that are peer-to-peer – trusted advisor conversations with senior security and IT leaders, not just transactional account management.
• Build and deepen relationships with the region's top 10 VAR partners, developing joint go-to-market plays that grow the existing base.
• Represent TrendAI credibly in partner-led commercial conversations, including on our most strategic renewals.

Team leadership

• Lead, coach, and develop a team of 11 Account Managers/Account Executives, instilling structured deal qualification (MEDDPICC) and a culture that tackles tough conversations early rather than deferring them.
• Build individual development plans that grow your team's commercial and relationship-building capability.
• Close the Vulnerability and Risk Exposure Management (VREM) attach gap across the existing base, converting single-product accounts into multi-product, multi-year partnerships.
• Identify multi-year and consumption-based commercial structures that improve both ARR durability and margin.

Cross-functional collaboration

• Work closely with the Public Sector and New Logo leaders to ensure a consistent customer experience and clean handoffs across motions.
• Partner with Marketing to run base-wide growth plays that convert into pipeline within the existing customer set.

What Success Looks Like:

• Gross Revenue Retention (GRR) and Net Revenue Retention (NRR)
• Vulnerability and Risk Exposure Management (VREM) / platform attach rate across the base
• Multi-year deal mix and partner-sourced ARR
• Team engagement, retention, and quota attainment

What We're Looking For:

• Proven leadership of an enterprise/commercial sales team (8–15+ reps) in a subscription or ARR-based technology business, ideally cybersecurity or adjacent Security/Infrastructure/ Cloud software.
• A track record of growing and protecting existing customer relationships – not just winning new logos.
• Established relationships with top-tier UK&I VAR partners, and real credibility building peer-to-peer relationships with senior security and IT stakeholders.
• Strong working knowledge of the Vulnerability and Risk Exposure Management landscape and how it fits into a modern security stack.
• A leader who blends data-led decision-making with strong relationship instincts.
• Confidence operating alongside major cloud and security ecosystem partners such as AWS and Softcat.

How We Work:

This is a field-first role: expect to spend the majority of your time in front of customers and partners. You'll have a base at our London (Paddington) office, but this role lives in the field – building the relationships that keep our largest accounts loyal and growing.

You’ll join a leadership team that runs on structured, evidence-based decision-making and direct, honest feedback – and a business that recognises and celebrates wins, from individual deals to team milestones.

Why TrendAI:

TrendAI provides equal employment opportunity for all applicants and employees. TrendAI does not unlawfully discriminate on the basis of race, colour, religion, sex, pregnancy and childbirth or related medical conditions, national origin, ancestry, age, physical or mental disability, medical condition, family care leave status, veteran status, marital status, sexual orientation, or gender identity.

TrendAI is a progressive employer with a very special and unique culture. Here at Trend, you will work with the best. When you join us, you have direct access to any level, and freedom to make an impact and influence. We expect leadership, not management. With Trend, you drive your own development. We encourage thought leadership and advocate internal opportunity. Trend is like nowhere else. We embrace all of our differences and are motivated by challenge. We’re not just all about the money. You are recognised for your passion to succeed, and can be the best part of yourself here.