Job Description

The VP Sales EMEA will lead all regional sales activities across Europe, Middle East, and Africa (EMEA), with full ownership of revenue growth, pipeline development, strategic accounts, channel expansion, and sales execution across the Counter-UAS (CUAS) domain.

This executive role carries direct responsibility for regional bookings, quota attainment, forecast accuracy, and enterprise account expansion across defence, homeland security, critical infrastructure, and commercial sectors.

The ideal candidate combines strategic enterprise sales leadership with hands-on execution capabilities in complex government and enterprise sales cycles, including direct sales, channel management, and large-scale capture programs.

Responsibilities

1. Revenue Ownership & Quota Attainment

• Own and deliver regional annual bookings and revenue targets across EMEA
• Develop and execute annual and quarterly sales plans aligned with company growth objectives
• Drive predictable pipeline generation and conversion across all target verticals
• Ensure achievement of quarterly and annual quota attainment targets
• Maintain disciplined sales forecasting and pipeline governance

2. Enterprise & Government Sales Leadership

• Lead complex enterprise and government sales cycles from qualification through contract award
• Manage strategic opportunities including Ministries of Defense, HLS agencies, airports, critical infrastructure, and national security programs
• Build executive-level customer relationships across target accounts
• Lead negotiation of large-scale multi-year agreements and framework contracts

3. Pipeline & Forecast Management

• Maintain healthy pipeline coverage ratio across all territories and verticals
• Conduct weekly forecast reviews and opportunity inspections
• Implement structured sales
• Ensure CRM accuracy, sales hygiene, and stage discipline

4. Regional Go-To-Market Execution

• Define territory strategy and account prioritization across EMEA
• Develop regional market penetration strategies
• Drive alignment between direct sales, channel partners, integrators, and distributors
• Identify and open new regional opportunities and strategic partnerships

5. Team Leadership & Performance Management

• Recruit, develop, and lead high-performing regional sales teams
• Establish clear performance metrics, coaching cadence, and accountability mechanisms
• Drive high-performance sales culture focused on execution and forecast predictability
• Collaborate closely with Marketing, Product, Operations, and Customer Success

6. Strategic Partnerships & Ecosystem Development

• Develop and manage regional strategic partnerships and system integrators
• Establish partner-driven pipeline generation initiatives
• Support local market access through regional alliances and consortiums
• Expand indirect sales channels where strategically relevant

Requirements

• 12+ years of enterprise sales leadership experience in defense, HLS, ISR, RF, cyber, or adjacent sectors
• Proven track record of exceeding multi-million-dollar annual quotas across EMEA
• Demonstrated success managing complex government and enterprise sales cycles
• Experience leading direct and channel sales organizations
• Strong understanding of defense procurement and tender processes across EMEA
• Proven ability to build predictable pipeline and forecast accuracy
• Experience managing executive-level customer relationships and strategic negotiations
• Strong CRM, forecasting, and sales operations discipline
• Willingness to travel extensively across EMEA