Sales Director, Black Kite
EMEA
More information about location
Third party risk management software & solutions
Be an early applicant
Third party risk management software & solutions
101-200 employees
Be an early applicant
More information about location
101-200 employees
Company mission
To improve the health and safety of the entire planet's cyber ecosystem.
Role
Who you are
- This role is for a seasoned, self-sufficient operator who thrives on ownership
- 10+ years of B2B SaaS/software sales experience, with a track record of building and owning a region — not just executing within one
- Demonstrated success building VAR/MSP ecosystems that generate autonomous, partner-led pipeline
- Cybersecurity software sales background required; experience in TPCRM, GRC, or risk management platforms is a strong advantage
- Deep familiarity with DORA, NIS2, and the UK CRA, and the ability to translate regulatory requirements into compelling sales narratives
- Warm, activatable relationships with channel partners, distributors, and enterprise buyers across the EMEA cybersecurity or risk management space
- Consistent track record of meeting and exceeding annual quota in complex, multi-stakeholder environments
- Credible executive presence with CISOs, CROs, and senior security leaders
- Rigorous CRM discipline and pipeline management
What the job involves
- We're a fast-moving, high-impact team solving one of the most critical challenges in cybersecurity today. If you're looking to do meaningful work alongside sharp, collaborative people — and grow your career in a space that matters — you're in the right place
- Black Kite is hiring a Sales Director, EMEA to own and accelerate our commercial growth across Europe, the Middle East, and Africa
- The foundation is already in place: a proven go-to-market motion, a high-performing global sales organisation, and an established network of EMEA customers and channel contacts
- Your job is to build on it — converting warm relationships into structured partnerships and driving the regional business to the next level
- You'll partner directly with Black Kite's sales leadership to localise and execute our GTM playbook, close enterprise deals, and build a channel ecosystem that generates autonomous pipeline
- Drive new logo acquisition and upsell growth across named EMEA enterprise accounts. You'll manage complex, multi-threaded sales cycles from prospecting through close, with direct accountability for quota attainment and forecast accuracy
- Channel Development
- Convert an existing network of warm EMEA contacts into contracted VAR and MSP partnerships. Route direct leads strategically to maximise conversion velocity and partner-led pipeline
- Strategic Accounts
- Build territory plans, map buying centres, and develop trusted relationships with CISOs, CROs, and procurement leaders across target accounts. Co-sell with Alliance partners to expand reach into net-new accounts
- Regulatory Positioning
- Leverage fluency in DORA, NIS2, and the UK Cyber Resilience Act to position Black Kite as the compliance-enabling platform of choice for EMEA enterprises
- Market Presence
- Represent Black Kite at key EMEA events, analyst briefings, and cyber insurance discussions. Feed field-based competitive and market intelligence back to leadership
- How We'll Measure Success:
- Net-new EMEA enterprise customer growth
- Quota attainment and pipeline coverage ratio
- Partner activation rate (percentage generating autonomous pipeline)
- Lead-to-close conversion velocity
- Forecast accuracy against actual bookings
Salary benchmarks
Our take
An estimated one in four organizations suffered from a cyber-attack in the last year, hackers often attack companies through third parties, working their way into the organization through supply chain security vulnerabilities. Black Kite is the world’s first global third-party cyber risk monitoring platform, combining cyber ratings and quantitative risk to provide vulnerability management solutions.
Infamous ransomware groups such as Conti and Revil have invested in improving their methods of gathering information and finding an organization’s valuable assets. Black Kite’s suite of standards-based cyber risk assessment programs (which includes a Ransomware Susceptibility Index) provides a three-dimensional view of the health and safety of a company’s entire security ecosystem, uncovering cybercriminal loopholes.
The company has been focused on expanding its workforce and product development as it squares up against a slew of competitors including BitSight and VisableRisk. However, its simplified and comprehensive management solutions, position Black Kite to be the category-leading third-party cyber risk platform.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Company HQ
Prudential / St. Botolph, Boston, MA
Leadership
Paul Paget
(CEO)Paul joined Black Kite in January 2019 as a Senior VP, he then moved into the role of CEO later that same year. Previously, he was a Principal at LoudRumble, CEO and EVP of Strategy at Pwnie Express, and President & CEO at Savant Protection.
Candan Bolukbas
(Co-Founder & CTO)Prior to co-founding Black Kite in 2016, Candan was an Enterprise Security Services Manager at BGA Information Security & Consulting. He was also a Network & Security Administrator and Manager at the Presidency of the Republic of Türkiye.
Chris Bush
(CCO & COO)Chris joined Black Kite in 2020 as CCO, adding COO to his title in 2022. Previously, he co-founded Luana Technologies and served as the Head of Security at ObserveIT. He also spent 12 years at Novartis in various Managerial/Director roles.
Share this job
View 4 more jobs at Black Kite