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Tailscale is a secure networking platform built on WireGuard that helps organizations securely interconnect people and devices anywhere in the world. Founded in 2019 and fully distributed, the company is backed by top-tier VCs including Accel, CRV, and Insight.
You will be the founding Sales Director for EMEA, building and leading Tailscale's regional sales organization from the ground up. This is a rare opportunity to shape how a category-leading company enters and scales a major region, developing strategic customer and partner relationships while creating the operating model for long-term growth.
As a regional leader, seller, coach, and builder, you will own the EMEA sales strategy and lead teams across multiple customer segments. You will personally advance the region's most important opportunities and executive relationships, defining regional priorities, territory and segment strategy, hiring plans, and outbound/expansion motions.
Key responsibilities include:
**Build the EMEA Business:** Lead the current team and build the EMEA sales organization and go-to-market motion. Develop regional strategy, operating model, territory design, account segmentation, and coverage plans. Set clear regional priorities and translate company goals into executable plans for new business, expansion, and partnerships. Establish repeatable playbooks reflecting customer and market needs across the UK and broader EMEA region. Provide regional market insight shaping company strategy, product priorities, and investment decisions.
**Lead From the Front:** Personally support and lead Tailscale's highest-value and most strategic EMEA opportunities. Develop trusted executive relationships with CIOs, CISOs, CTOs, infrastructure and security leaders. 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. Navigate technical, commercial, legal, procurement, and executive stakeholders.
**Lead and Scale Multiple Segments:** Lead Account Executives serving commercial, mid-market, enterprise, and strategic accounts. Create differentiated motions, coverage models, and performance expectations for each segment. Recruit, hire, onboard, and develop exceptional sales talent. Build a high-performance culture grounded in accountability, collaboration, curiosity, customer value, and continuous learning. Develop future leaders and create management structure as EMEA scales.
**Build Regional Partnerships:** Help define and execute EMEA partnership strategy including channel, cloud, technology, and strategic alliance relationships that accelerate customer acquisition and expansion.
You will report directly to the President and work closely with Customer Engineering, RevOps, Marketing, GTM Engineering, and Executive Leadership.
About Tailscale
AI / Data / Infrastructure; SaaS / Enterprise Software — secure networking platform built on WireGuard.
