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Ontic provides AI-powered security software that helps corporate and government security teams identify threats, assess risk, and respond to incidents. The company's Connected Intelligence Platform unifies security operations and data, enabling risk assessments, workplace violence prevention, and threat management. Fortune 500 companies and federal agencies rely on Ontic for executive protection, threat intelligence, and corporate investigations.
As Senior Director of Sales for the UK and Europe, you will establish Ontic's presence across the region, reporting directly to the Chief Revenue Officer. You will start as a hands-on individual contributor responsible for opening the market, building enterprise relationships, and developing pipeline from the ground up. As the business scales, you will evolve into a player-coach leader, continuing to win business while building and leading a high-performing European sales team.
You will own the full enterprise sales cycle across the UK and Europe, from prospecting through close. You will build new-business pipeline and personally lead high-value, strategic opportunities through complex, multi-stakeholder sales cycles. You will develop trusted relationships with enterprise buyers across corporate and physical security, risk, and resilience functions. You will accurately forecast pipeline and revenue, using market insights to inform go-to-market priorities. You will lead pricing, contracting, and commercial negotiations aligned with corporate standards and regional expectations.
You will translate Ontic's global growth objectives into a focused, actionable go-to-market strategy for the UK and Europe. You will identify the industries, accounts, buyer personas, and use cases where Ontic has the strongest opportunity to win. You will establish effective pipeline-generation channels across outbound prospecting, industry events, partnerships, and referrals. You will develop regional positioning based on customer needs, competitive dynamics, and market conditions.
You will operate initially as a hands-on individual contributor with the opportunity to build the regional organization as revenue grows. You will build and lead a high-performing European sales team, attracting strong talent across priority markets. You will establish a performance-driven, collaborative culture reflecting Ontic's values while maintaining entrepreneurial mindset. You will develop clear expectations, accountability, and operating practices enabling team scale.
You will partner with Marketing to adapt messaging and demand generation for European audiences. You will collaborate with Product Management to bring regional customer and market insights into product strategy. You will work with Legal, Finance, and Operations to support compliant, efficient regional deal execution. You will represent Ontic externally at conferences, industry events, and executive forums, strengthening presence within the European security and risk community.
REQUIREMENTS:
- 8+ years of sales experience and 4+ years of leadership experience in enterprise software, SaaS, or related B2B technology sectors
- Demonstrated success launching or scaling business operations in new markets or regions
- Demonstrated success building pipeline from the ground up, rather than primarily inheriting established accounts or territories
- Proven record of exceeding revenue goals through strategic account management and solution selling
- Deep understanding of enterprise buying cycles and ability to navigate complex stakeholder environments
- Strong analytical and operational discipline, with experience in forecasting, pipeline management, and performance measurement
- Exceptional communication and executive presence, with ability to represent Ontic to C-level audiences and partners
- Experience in cross-cultural leadership and managing distributed, high-performance teams
- Strategic thinker with strong negotiation skills and ability to translate vision into measurable results
- High integrity, collaborative spirit, and strong alignment with Ontic's mission and values
- Willingness to travel extensively (50% expected across the region)
- Experience working with corporate security teams and understanding of corporate security needs, workflows, policies, and threat landscapes (preferred)
Based in the UK, ideally London or within reasonable access to London, with ability to travel across the UK, USA, and Europe as needed.
