Sales Director, EMEA

Disseqt AI; Littlehampton; On-site; GBP 120,000 - 190,000; Full time

Job summary

Disseqt AI, headquartered in London, seeks a high-impact Senior Enterprise Sales Leader to build and run the EMEA direct enterprise sales motion from UK outward. You will own six-figure ACV deals, manage buying committees, and shape the sales playbook as the company scales.

You will report to the CEO, lead from the front with Fortune 500 and FTSE 350 targets in regulated industries, and partner with product and delivery teams to drive ROI and responsible AI adoption.

Qualifications

• Must-have: six-figure ACV deal experience and ability to source/close enterprise SaaS or AI deals at that size.
• Must-have: early-stage, high-growth experience in a pacey environment with ambiguity.
• 5-7 years of enterprise software sales experience, with at least 3 years in leadership or player-coach roles.
• Previous success selling to Fortune 500 or FTSE 350 in regulated industries, ideally financial services.
• Familiarity with regulatory AI pressures (EU AI Act, DORA, PRA).
• Understanding of AI/LLMs and responsible AI in regulated industries.
• Comfort engaging with VP/SVP/C-level leaders.
• Strategic sales vision and team-building ability.
• Experience with MEDDIC and modern sales tools.

Responsibilities

• Define the EMEA target market and account strategy across regulated enterprises.
• Generate qualified pipeline via outbound, events, referrals and networks; set pipeline targets.
• Map buying committees including risk, compliance, security and data/AI leaders; procure and legal.
• Own the EMEA direct revenue and lead six-figure ACV enterprise deals end-to-end.
• Lead commercial conversations with senior stakeholders and articulate ROI.
• Demonstrate executive presence with CTO/CIO/CISO and risk leadership.
• Build the direct sales playbook (ICP, MEDDIC, deal stages, pricing guardrails).
• Own forecast and report pipeline to CEO and board.
• Hire and develop first AEs and SDRs; feed market insight to product/pricing.

Skills

Six-figure ACV deals

Enterprise SaaS sales

Leadership / team building

Regulated industries experience

Executive engagement with C-level

MEDDIC familiarity

HubSpot familiarity

GenAI knowledge

Strong communication

Tools

HubSpot

Job description

The mandate

Based out of London, you will build and lead Disseqt’s direct enterprise sales across EMEA, starting with the UK and Europe, and turn early traction into repeatable revenue.

You will report directly to the CEO and own the EMEA direct sales number. You’ll sell into regulated enterprises, with financial services (banking, insurance and capital markets) as the priority, alongside TMT and other regulated verticals, where the buyer is a Chief Risk Officer, CISO, Head of Model Risk or Chief Data/AI Officer, and deal cycles are measured in quarters. These are six-figure ACV deals with large buying committees, security reviews, procurement and legal to get through. You know how to run that reality, not fight it.

You’re building the direct sales motion from an early stage: the target market, the sales process, the forecast and, as we scale, the team. You’ll carry and close your own strategic deals while setting up the playbook others will follow. When the first wins land, you make sure they expand. It’s early stage, so expect pace, intensity and plenty of ambiguity.

You care about making AI responsible, trustworthy and assured, not as a talking point, but because you understand what’s at stake when enterprise AI goes wrong in regulated industries.

What you’ll own

Pipeline generation

• Define the EMEA target market, sequencing UK and European countries and account strategy across regulated enterprises, leading with financial services (banking, insurance and capital markets), then TMT.
• Generate qualified pipeline through outbound, events, referrals and your senior network, and set the pipeline targets that support the revenue plan.
• Map buying committees early: risk, compliance, security and data/AI leaders, plus procurement and legal.

Closing net-new revenue

• Own the EMEA direct revenue number and personally lead strategic, full-cycle, six-figure ACV enterprise deals from discovery to signed contract.
• Lead the commercial conversation with senior stakeholders up to SVP / C-level, articulating Disseqt’s USP and quantified ROI to risk, compliance and data/AI leaders.
• Strong in-person executive presence with client CTO/CIO/CISO and risk management leadership.
• You have decision-making authority on commercial terms with EMEA customers. This is a mark of the seniority and trust of the role.
• Work closely with our product and engineering team on demos, proofs of value and security reviews.

Sales leadership

• Build the direct sales playbook: ICP, qualification (e.g. MEDDIC), deal stages, pricing guardrails and forecasting cadence in HubSpot.
• Own the forecast and report pipeline and revenue to the CEO and board.
• Hire, develop and lead the first AEs and SDRs as the EMEA team grows.
• Feed market insight back into product, positioning and pricing.

Land & expand handoff

• Ensure first deployments land successfully and set up the expansion path. (Note: delivery ownership sits with our delivery/CS function as it matures — your job is to protect the commercial relationship and the expansion motion, not to project-manage implementation.)

What you bring

• Must-have: six-figure ACV deal experience. A proven track record of personally sourcing and closing enterprise SaaS or AI deals at six-figure ACV and above, and consistently beating your number doing it. You’ve run the full mechanics at that deal size: multi-threading the buying committee, building the business case and ROI, and getting through security review, procurement and legal. If your experience is in smaller or transactional deals, this role isn’t the right fit.
• Must-have: early-stage, high-growth experience . You’ve sold inside an early-stage, high-growth company and you know what that’s actually like: the pace, the intensity, and the ambiguity of building pipeline and process with no playbook or inbound leads handed to you. You’re energised by that, not unsettled by it.
• 5-7 years of enterprise software sales experience, with at least 3 years in sales leadership or player-coach roles.
• Previous success selling to Fortune 500 or FTSE 350 companies in regulated industries, ideally financial services (banking, insurance, capital markets).
• Familiarity with the regulatory pressures on AI in financial services such as the EU AI Act, DORA and UK model risk expectations (PRA SS1/23).
• A keen understanding of AI and LLMs’ capabilities and how critical responsible, trustworthy and compliant AI usage is in regulated industries.
• Comfortable engaging and selling at VP/SVP and C-level: CRO, CISO, Head of Model Risk, Chief Data/AI Officer.
• Strategic vision: ability to develop and articulate sales strategies that align with company objectives.
• Team building: ability to recruit, develop and retain strong sales talent.
• Executive presence: outstanding communication and presentation skills, with the ability to engage effectively at the C-suite level.
• Experience with modern sales methodologies and tools (e.g., HubSpot, MEDDIC etc.).
• Working knowledge of GenAI and agentic AI applications, tooling and platforms, and the fundamentals of LLMs, agents, RAG, MCP, A2A, foundation models, orchestrators and multi-modality.

Bonus points (nice-to-haves)

• Existing relationships with risk, model risk, compliance or data/AI leaders at EMEA banks and insurers.
• Existing relationships with risk, security or data/AI leaders inside UK, European or wider EMEA enterprise accounts.
• Experience selling AI governance, model risk, AI observability, AI security or adjacent infrastructure.
• Sales experience in the GenAI/agentic AI ecosystem, including Microsoft Foundry, Amazon AgentCore, Agentforce, OpenAI, Anthropic, Google Gemini etc.
• Experience working alongside GSI or consulting partners on direct deals.