Lead and scale the regional sales organization for EMEA, driving revenue growth, developing teams, and executing complex sales strategies across the region.
Description
Blockaid is redefining trust in blockchain through advanced, integrated security. Our on-chain security platform is trusted by leading Web3 companies—including Coinbase, MetaMask, Uniswap, Backpack, Stellar, and others—to detect, understand, and automatically prevent or minimize the impact of fraud, scams, hacks, and financial threats.
We are backed by top-tier global investors including Sequoia Capital, Ribbit Capital, and Cyberstarts—firms known for supporting the most innovative and influential companies in technology and cybersecurity.
As Director of Sales EMEA, you will lead and scale the regional sales organization, drive consistent revenue growth, and build a high-performing team while partnering cross-functionally to win complex deals and expand the business across the region.
What You’ll Do -
Leadership & Management:
- Lead, coach, and develop a team of EMEA Account Executives
- Build a culture of accountability, urgency, high standards, and continuous improvement
- Run weekly pipeline reviews, forecast calls, deal strategy sessions, and performance check-ins
- Coach reps on discovery, qualification, champion building, value selling, pricing, negotiation, and closing
- Partner with leadership on regional strategy, headcount planning, territory design, and quota attainment
- Recruit, hire, onboard, and ramp top sales talent across the region
- Act as a player-coach on strategic opportunities and help unblock deals when needed
Sales Execution:
- Own regional performance across pipeline generation, new ARR, forecast accuracy, and overall execution quality
- Help the team win complex deals across exchanges, wallets, banks, infrastructure providers, and other web3 and financial institutions
- Improve outbound execution and partner with BDRs and AEs to increase quality pipeline creation
- Ensure strong process adherence across CRM hygiene, next steps, mutual action plans, qualification, and deal progression
- Drive rigor in account planning, territory strategy, and opportunity management
- Support reps in navigating technical evaluations, custom commercial structures, proof-of-value motions, and security-driven buying processes
- Reinforce strong selling habits and help the team consistently improve win rates, cycle efficiency, and average deal quality
Cross-Functional Collaboration:
- Partner closely with Solutions Engineering to improve technical deal execution and customer trust
- Work with Marketing on regional campaigns, event strategy, and messaging feedback from the field
- Collaborate with RevOps on forecasting, reporting, comp alignment, territories, and process improvements
- Share market feedback with Product and leadership to help shape roadmap priorities and GTM motions
- Partner with Customer Success and post-sales teams to ensure smooth handoffs, strong expansions, and long-term account growth
- 7+ years of B2B SaaS or security sales experience, with 4+ years managing high-performing sales teams
- Experience selling technical products to sophisticated buyers, in security, infrastructure, fintech, or web3.
- Experience selling to EMEA
- Experience leading AEs and SDRs/BDRs in a fast-paced, high-growth environment
- Strong track record of exceeding team quota and building healthy pipeline coverage
- Proven ability to coach reps on complex, multi-stakeholder deals and enterprise sales execution
- Strong operational discipline around forecasting, CRM hygiene, pipeline management, and inspection
- Ability to work cross-functionally and influence internal stakeholders across Product, SE, Marketing, RevOps, and CS
- Strong communication skills, executive presence, and comfort operating in ambiguity
- Builder mindset with the ability to create process, structure, and repeatability from the ground up
Nice to Haves
- Experience selling into crypto, security, fintech
- Familiarity with blockchain, wallets, exchanges, stablecoins, or on-chain security
- Experience leading regional teams across EMEA with a mix of commercial and strategic opportunities
- Background in cybersecurity or fraud prevention
- Experience at a Series A-C startup or other high-growth company building GTM processes from scratch
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