Job Description

About Black Kite

Black Kite is the global leader in third-party cyber risk intelligence, trusted by more than 3,000 organizations worldwide. We give security and business leaders a continuous, outside-in view of their entire vendor ecosystem — translating complex cyber, financial, and compliance signals into clear, actionable risk intelligence.

We go beyond scores and ratings. Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third-party risk programs in an increasingly complex digital environment. Our work has earned consistent recognition from customers and industry analysts alike.

Why Black Kite

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.

The Opportunity

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.

This role is for a seasoned, self-sufficient operator who thrives on ownership. 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.

What You'll Own

Revenue & 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.

What You Bring

• 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

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