Senior Director, New Logo Sales – EMEA

Black Duck

Senior Director leading a team focused on new logo acquisition for enterprise customers. Driving sales strategy and execution in the cybersecurity industry across EMEA.

Posted 5/20/2026full-timeRemote • 🇬🇧 United KingdomSeniorWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Lead, coach, and develop a team of enterprise Account Executives responsible for acquiring net new enterprise customers in your assigned region
Establish a culture of accountability, urgency, and disciplined execution centered on new logo acquisition
Conduct regular one-on-ones, deal reviews, territory planning sessions, and pipeline inspections to improve performance
Recruit and onboard top sales talent as the organization grows
Set clear performance expectations and development plans for each member of your team
Own and deliver the regional new logo ARR target
Ensure each Account Executive maintains a healthy pipeline with a minimum 4x coverage ratio and strong qualification discipline
Drive consistent execution of a structured enterprise sales methodology such as MEDDPICC
Personally engage in strategic opportunities to help accelerate deal progression and improve close rates
Monitor performance against quota and implement corrective actions when needed
Deliver accurate weekly, monthly, and quarterly forecasts to the VP, New Logo Acquisition
Maintain rigorous CRM hygiene and ensure high-quality opportunity data in Salesforce
Analyze pipeline metrics, conversion rates, and sales productivity to identify trends and opportunities for improvement
Partner with Revenue Operations to support reporting, territory management, and performance analytics
Translate go-to-market priorities into focused regional execution plans
Work with Marketing, SDRs, Alliances, and Solutions Engineering to maximize pipeline generation and conversion
Help refine account segmentation, prospecting strategies, and competitive positioning
Share market feedback and competitive intelligence to strengthen the new logo playbook
Partner closely with Solutions Engineering to support technical evaluations and proof-of-concept engagements
Collaborate with Customer Success to ensure seamless handoffs and strong customer onboarding
Work with Marketing and Business Development to optimize territory-level demand generation efforts

Requirements

What you’ll need

8+ years of enterprise software sales experience, including at least 3 years managing quota-carrying Account Executives
Proven success leading teams focused on net new logo acquisition and consistently exceeding new business targets
Experience selling to enterprise organizations (5,000+ employees) and engaging with CISO, CTO, VP of Engineering, and other senior technical and business stakeholders
Strong coaching skills with a demonstrated ability to improve rep productivity and performance
Deep familiarity with structured enterprise sales methodologies such as MEDDPICC, Challenger, or Force Management
Experience in cybersecurity, application security, DevSecOps, or related enterprise technology markets strongly preferred
Analytical mindset with strong forecasting and pipeline management capabilities
Proficiency with Salesforce, Clari, Gong, Outreach, and other modern sales tools
Excellent communication skills, executive presence, and the ability to influence across functions
Fluency in English required; additional language skills relevant to your market are a plus

Benefits

Comp & perks

Equity participation
Comprehensive health and wellness benefits
Generous paid time off

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

enterprise software salesquota managementpipeline managementforecastingsales methodologiesMEDDPICCChallengerForce ManagementcybersecurityDevSecOps

Soft Skills

coachingleadershipcommunicationinfluenceaccountabilityurgencyexecutionanalytical mindsetperformance improvementteam development