Area VP Sales, EMEA West

United States Digital Space LLC; United States; Hybrid; USD 207,000 - 265,000; Full time

Job summary

the company is seeking an Area Vice President of Sales for EMEA West based around Paris to lead and grow a team of Enterprise Sales Directors across France, Spain, Portugal, Italy and Benelux. You will own the regional sales plan, drive net-new ARR, and collaboratively work with Marketing, Product, and Legal to accelerate growth.

Reporting to the VP of Sales, EMEA, you will coach, recruit, and develop talent, embed MEDDPICC-based processes, and maintain disciplined forecasting and performance

Qualifications

• 10+ years’ experience selling cybersecurity, identity security, or adjacent technology solutions to large enterprise organisations through complex, multi-stakeholder buying processes.
• Proven leadership experience building, recruiting, and developing high-performing enterprise sales teams.
• Track record of delivering net-new ARR and achieving or exceeding regional growth targets.
• Strong sales operating discipline, including MEDDPICC or equivalent approaches.
• Frontline enterprise sales credibility, with strong commercial judgement across value, negotiation, and close strategy.
• Strong understanding of the information security channel and alliance ecosystem.
• Sufficient technical depth and commercial credibility to coach teams in complex security and identity conversations.
• People-focused leadership style that combines high standards with a low-ego, developmental approach.
• Proven success operating in a start-up or scale-up environment, with the pace, resilience, and ownership that it requires.
• Professional, confident communication style with customers, partners, executives, and internal stakeholders.
• Located in or around Paris, with willingness to travel approximately 50%
• Fluency in both French and English is essential

Responsibilities

• Lead, coach, and develop a team of Enterprise Sales Directors to deliver net-new ARR against regional goals
• Recruit, attract, and retain high-calibre enterprise sales talent as the organisation scales
• Establish a clear operating rhythm across pipeline generation, deal inspection, forecasting, QBRs, performance reviews, and regional planning
• Own the annual regional sales plan and build a disciplined pipeline engine that balances activity, opportunity quality, conversion, and coverage
• Embed a consistent, methodology-led sales process using MEDDPICC or equivalent approaches; coach the team on qualification, territory planning, account strategy, value selling, and deal execution
• Lead from the front in complex enterprise opportunities, improving deal strategy, supporting negotiation, and helping teams close in a timely way
• Create clear standards of accountability and ownership through regular inspection, feedback, and follow-through
• Build strong, strategic relationships with channel and alliance partners, and collaborate across Marketing, BDR, Product, Pre-Sales, Customer Success, Legal, andthe wider the company ecosystem to accelerate regional growth
• Strengthen the company’ presence through customer advocacy, industry engagement, thought leadership, and relevant public relations activity

Skills

Enterprise cybersecurity sales

Leadership

ARR growth

Sales discipline

Negotiation

InfoSec channel

Technical depth

People leadership

Startup/scale-up

Communication

Paris-based

Job description

At the company, our mission is to be a Force for Good. Starting with being a great place to work. We believe that when people feel valued, supported, and empowered, they do their best work. That’s why we focus on creating an employee experience rooted in purpose, growth, and balance. the company has been recognized as one of America’s Fastest-Growing Cybersecurity Companies by the Inc. 5000, a DUNS 100 Top Startup to Work For, and a multi-year Inc. Best Workplace awardee.

the company is looking for an Area Vice President of Sales to lead our EMEA West business and help shape the next phase of growth across France, Spain, Portugal, Italy, and Benelux.

Reporting to the VP of Sales, EMEA, you will lead and develop a team of Enterprise Sales Directors responsible for growing the company across their respective territories. This is a hands-on regional leadership role with direct influence on net-new ARR, team performance, customer outcomes, and market presence.

the company operates in one of the most important areas of enterprise cybersecurity: protecting the identity systems organisations depend on to operate and recover. We are looking for a leader who can help enterprise customers understand the business value of identity security and resilience, while building the team and operating discipline needed to capture the opportunity across EMEA West.

What you will do

• Lead, coach, and develop a team of Enterprise Sales Directors to deliver net-new ARR against regional goals
• Recruit, attract, and retain high-calibre enterprise sales talent as the organisation scales
• Establish a clear operating rhythm across pipeline generation, deal inspection, forecasting, QBRs, performance reviews, and regional planning
• Own the annual regional sales plan and build a disciplined pipeline engine that balances activity, opportunity quality, conversion, and coverage
• Embed a consistent, methodology-led sales process using MEDDPICC or equivalent approaches; coach the team on qualification, territory planning, account strategy, value selling, and deal execution
• Lead from the front in complex enterprise opportunities, improving deal strategy, supporting negotiation, and helping teams close in a timely way
• Create clear standards of accountability and ownership through regular inspection, feedback, and follow-through
• Build strong, strategic relationships with channel and alliance partners, and collaborate across Marketing, BDR, Product, Pre-Sales, Customer Success, Legal, andthe wider the company ecosystem to accelerate regional growth
• Strengthen the company’ presence through customer advocacy, industry engagement, thought leadership, and relevant public relations activity

What great looks like

• A high-performing, engaged team with clear expectations, strong development, and visible accountability
• A predictable, data-led operating rhythm that drives qualified pipeline growth, accurate forecasts, and consistent net-new ARR across EMEA West
• Enterprise Sales Directors who are improving their skills, raising their ambition, and taking greater ownership of higher-quality enterprise deals
• Stronger negotiation and close execution through hands-on leadership in complex opportunities
• Strategic use of channel and alliance partners and cross-functional resources to expand market reach and create opportunity
• A respected the company presence with customers, partners, and the wider cybersecurity community

What you will bring

• 10+ years’ experience selling cybersecurity, identity security, or adjacent technology solutions to large enterprise organisations through complex, multi-stakeholder buying processes
• Proven leadership experience building, recruiting, and developing high-performing enterprise sales teams
• Track record of delivering net-new ARR and achieving or exceeding regional growth targets
• Strong sales operating discipline, including methodology-led qualification, pipeline inspection, forecast accuracy, and performance accountability; experience with MEDDPICC or equivalent approaches is strongly preferred
• Frontline enterprise sales credibility, with strong commercial judgement across value, negotiation, and close strategy
• Strong understanding of the information security channel and alliance ecosystem, with established regional relationships across enterprise customers, partners, and the cybersecurity community
• Sufficient technical depth and commercial credibility to coach teams in complex security and identity conversations
• People-focused leadership style that combines high standards with a low-ego, developmental approach
• Proven success operating in a start-up or scale-up environment, with the pace, resilience, and ownership that it requires
• Professional, confident communication style with customers, partners, executives, and internal stakeholders
• Located in or around Paris, with willingness to travel approximately 50%
• Fluency in both French and English is essential

Nice to have

• Active Directory, Entra ID, identity security, hybrid identity, or adjacent cyber category exposure
• Experience selling enterprise cybersecurity platforms rather than point products alone
• Success scaling a relatively greenfield region or building structure in an underpenetrated market
• Background with a pre-IPO, venture-backed, or high-growth cybersecurity vendor
• Experience selling for an emerging or challenger brand, where market awareness and demand had to be built rather than inherited
• Additional fluency in Italian, Spanish, or Portuguese

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Why Join the company?

You’ll be part of a global team on the front lines of cybersecurity innovation. At the company, we celebrate curiosity, integrity, and people who take initiative. If you’re someone who sees the glass as half full, embraces challenges as growth opportunities, and values a healthy balance between work and life—we’d love to meet you.

the company maintains office locations in several cities across the globe. Where the job description specifies a required location, candidates will follow our hybrid work model. This includes working up to three days per week and remotely the remaining days.

the company is an equal opportunity employer and will not discriminate against an applicant or employee based on race, color, religion, creed, national origin or ancestry, ethnicity, sex (including gender, pregnancy, sexual orientation, and gender identity), age, physical or mental disability, veteran or military status, genetic information, citizenship, marital status, or any other legally recognized protected basis under federal, state, or local law. The information collected by the the company application is solely to determine suitability for employment, verify identity, and maintain employment statistics.Applicants with disabilities may be entitled to reasonable accommodation under the Americans with Disabilities Act and/or other applicable state or local laws. A reasonable accommodation is a change in the way things are normally done which will ensure an equal employment opportunity without imposing undue hardship on the company. Please inform the company representative Anna Taylor, Director of Global Recruiting, if you need assistance completing this application or to otherwise participate in the application process.