Sales Director, EMEA

div class= content-intro p strong About Tailscale /strong /p

p Tailscale is making safe connection effortless by delivering software that makes it easy to securely interconnect people and their devices, no matter where they are. From hobbyists to multinational corporations, teams of every size use Tailscale each day to protect their networks, share access to internal tools, and more. We're building a future for the Internet that's easy, sensible, and safe, like it used to be. Founded in 2019 and fully distributed, we're backed by Accel, CRV, Insight, Heavybit, and Uncork Capital. /p /div p Tailscale is redefining secure networking by making it simple for organizations to securely connect people, devices, and workloads anywhere in the world. /p

p At Tailscale, we're solving one of the most fundamental challenges in modern infrastructure: secure connectivity. Our product is loved by developers, trusted by IT and security teams, and rapidly expanding within organizations of every size. As adoption accelerates, we are investing in a regional sales motion that matches the scale of our ambition across EMEA. /p

p We are looking for a founding Sales Director, EMEA to build and lead one of Tailscale's most important growth initiatives. This is a rare opportunity to shape how a category-leading company enters and scales a major region, develops strategic customer and partner relationships, recruits an exceptional team, and creates the operating model for long-term growth. /p

h3 span style= font-size: 12pt; About the Role /span /h3

p You will be a regional leader, seller, coach, and builder. You will own the EMEA sales strategy and lead teams across multiple customer segments, while personally helping advance the region's most important opportunities and executive relationships. /p

p You will define regional priorities, territory and segment strategy, hiring plans, outbound and expansion motions, and the operating cadence for the business. You will also help spearhead partnerships across the region, including channel, cloud, technology, and strategic alliance relationships that can accelerate customer acquisition and expansion. /p

p Initially, you will lead a focused team of Account Executives across multiple segments and work closely with Customer Engineering, RevOps, Marketing, GTM Engineering, and Executive Leadership. As the business grows, you will play a central role in scaling the team, developing frontline leaders, and building the regional organization. /p

p This UK-based role reports directly to the President and offers the opportunity to build Tailscale’s EMEA sales organization from the ground up. /p

h3 span style= font-size: 12pt; Key Responsibilities /span /h3

p strong Build the EMEA Business /strong /p

ul

li strong /strong Lead the current team and build the EMEA sales organization and go-to-market motion. /li

li strong /strong Develop the regional strategy, operating model, territory design, account segmentation, and coverage plan across multiple sales segments. /li

li strong /strong Set clear regional priorities and translate company goals into executable plans for new business, expansion, and partnerships. /li

li strong /strong Establish repeatable playbooks that reflect the needs of customers and markets across the UK and broader EMEA region. /li

li strong /strong Provide regional market insight that helps shape company strategy, product priorities, and investment decisions. /li

/ul

p strong Lead From the Front /strong /p

ul

li strong /strong Personally support and, when appropriate, lead Tailscale's highest-value and most strategic EMEA opportunities. /li

li strong /strong Develop trusted executive relationships with CIOs, CISOs, CTOs, infrastructure leaders, security leaders, and business executives. /li

li strong /strong Serve as the regional executive sponsor and quarterback for complex, multi-stakeholder sales cycles. /li

li strong /strong Coach teams on discovery, qualification, account strategy, executive engagement, negotiation, and deal execution. /li

li strong /strong Navigate technical, commercial, legal, procurement, and executive stakeholders to drive successful customer outcomes. /li

/ul

p strong Lead and Scale Multiple Segments /strong /p

ul

li strong /strong Lead Account Executives serving multiple customer segments, from commercial and mid-market organizations through enterprise and accounts. /li

li strong /strong Create differentiated motions, coverage models, and performance expectations appropriate to each segment. /li

li strong /strong Recruit, hire, onboard, and develop exceptional sales talent across the region. /li

li strong /strong Build a high-performance culture grounded in accountability, collaboration, curiosity, customer value, and continuous learning. /li

li strong /strong Develop future leaders and create the management structure required as the EMEA organization scales. /li

/ul

p strong Build Regional Partnerships /strong /p

ul

li strong /strong Help define and execute the EMEA partnership strategy alongside the Partnerships organization and Executive Leadership. /li

li strong /strong Identify markets and customer segments where partners can accelerate awareness, pipeline creation, implementation, and expansion. /li

li strong /strong Create clear rules of engagement, joint account plans, and co-selling motions with priority partners. /li

li strong /strong Represent Tailscale with senior partner executives and at relevant regional customer and industry events. /li

/ul

p strong Create Pipeline and Regional Awareness /strong /p

ul

li strong /strong Lead an outbound-first and account-based sales motion across the region. /li

li strong /strong Personally build executive relationships within high-priority accounts and partner ecosystems. /li

li strong /strong Partner with SDRs, Marketing, GTM Engineering and Partnerships to create qualified pipeline. /li

li strong /strong Build scalable account planning, prospecting, event, community, and partner-sourced pipeline programs. /li

li strong /strong Ensure the region develops a balanced pipeline across customer segments, products, countries, and sources. /li

/ul

p strong Drive Operational Excellence /strong /p

ul

li strong /strong Own regional forecasting, pipeline health, hiring plans, and performance management. /li

li strong /strong Establish a rigorous operating cadence across forecast reviews, pipeline creation, deal inspection, account planning, and talent development. /li

li strong /strong Use data to identify trends, improve execution, allocate resources, and communicate regional performance to leadership. /li

li strong /strong Partner closely with Product and Engineering to provide structured customer and market feedback from EMEA. /li

li strong /strong Build the metrics, processes, and cross-functional relationships required to scale the organization effectively. /li

/ul

h3 span style= font-size: 12pt; What We Are Looking For /span /h3

ul

li strong /strong An experienced sales leader who has built or materially scaled a high-growth SaaS business in EMEA. /li

li strong /strong A proven leader of teams spanning multiple customer segments, with the judgment to adapt the sales motion by segment and market. /li

li strong /strong A builder who is comfortable operating with ambiguity, limited infrastructure, and significant ownership. /li

li strong /strong A strong seller and coach with a consistent record of winning complex new-business and expansion opportunities. /li

li strong /strong Experienced in recruiting, developing, and retaining high-performing Account Executives and sales leaders. /li

li strong /strong Demonstrated success building outbound pipeline and establishing repeatable regional go-to-market motions. /li

li strong /strong Experienced developing channel, technology, cloud, reseller, or strategic partnership relationships in EMEA. /li

li strong /strong Executive presence and credibility with CIOs, CISOs, CTOs, and senior business leaders. /li

li strong /strong Strong business acumen and experience navigating complex buying committees, procurement processes, and enterprise sales cycles. /li

li strong /strong Deep familiarity with the UK and broader EMEA technology market; additional European language skills are valuable but not required. /li

li strong /strong Based in the United Kingdom and able to travel throughout EMEA as needed. /li

/ul

h3 span style= font-size: 12pt; You'll Thrive Here If You... /span /h3

ul

li strong /strong Want to build a region rather than inherit a mature organization. /li

li strong /strong Enjoy leading from the front while creating leverage through managers, teams, and partners. /li

li strong /strong Can balance strategic planning with hands-on customer and deal leadership. /li

li strong /strong Are energized by developing different sales motions for commercial, mid-market, enterprise, and strategic customers. /li

li strong /strong See partnerships as a core growth lever rather than a separate or secondary function. /li

li strong /strong Want to leave a lasting impact on how a category-leading company expands internationally. /li

/ul

p As a company, we strive to maintain fair and equitable compensation practices within our team across all roles and all levels. Tailscale's compensation package includes base salary, equity, and comprehensive benefits. The salary range displayed on each job posting represents the target range for a new hire's base salary. Individual offers may vary based on experience and skill set. /p div class= content-pay-transparency div class= pay-input div class= title UK Pay Range /div div class= pay-range span £260,000 /span span class= divider /span span £300,000 GBP /span /div /div /div div class= content-conclusion p em data-stringify-type= italic Frequently cited statistics show that people who identify with historically marginalized groups are likely to apply to jobs only if they meet 100% of the qualifications. /em strong data-stringify-type= bold em data-stringify-type= italic We encourage you to help us break that statistic! /em /strong /p

p strong What We Offer /strong /p

ul

li strong An inclusive, flexible environment where you can be your authentic self. /strong We recognize the impact of diverse voices and backgrounds on the growth of our people, product, and company. And that flexibility in how and when you work empowers our team to integrate work and life. /li

li strong A competitive total compensation package. /strong This includes a base salary, an equity incentive plan and variable commission (for quota-based roles). /li

li strong Comprehensive group benefits with no waiting period. /strong Take advantage of coverage for health, vision, dental, and more for you and your family! /li

li strong Remote first company /strong —most of our teams work fully remotely. Enjoy a change of scenery wherever you can get wifi, participate in virtual and in-person social events, and leverage our corporate co-working program to visit WeWork (or other similar spaces near you). Some roles require in-office collaboration depending on team needs, which will be clearly noted in the job description. /li

li strong Employer-funded retirement contributions. /strong Tailscale will match your retirement contributions dollar-for-dollar, up to a maximum annual employer contribution equal to 0.75% of your eligible compensation. /li

li strong Connect with other Tailscalars IRL. /strong Attend our annual company retreat, participate in team off-sites, and collaborate in person with teammates across Canada, the United States, the United Kingdom, and Singapore. We support intentional in-person connection through team travel and distributed collaboration. strong br /strong /li

li strong Support for your personal and professional development. /strong Grow your career thoughtfully with $1500 USD annually for professional development, or take advantage of mentorship, coaching, and internal promotion opportunities. /li

li strong Paid time off and a healthy work-life integration. /strong Our flexible, paid time off program supports you for any situation life throws your way, whether moving homes or travelling the world! /li

li strong A build-your-own home office setup. /strong You choose your own company-owned laptop (Mac or PC), receive a monthly home internet reimbursement, and $500 USD to customize your workstation to make it your own. /li

li strong Paid parental leave program /strong . We care about your life outside of work and encourage new parents to take advantage of parental leave top-ups (20 weeks for birthing parents, 16 weeks for non-birthing parents). /li

/ul

p em Tailscale is committed to providing an accessible and inclusive hiring process. If you require an accommodation at any stage of the recruitment process or related to any aspect of this role, please contact your recruiter. /em /p

p em Our hiring process uses AI-assisted tools to help screen and assess candidates. All hiring decisions are made by people. /em /p

p em Please be aware that legitimate emails from Tailscale's talent team will only originate from @tailscale.com, @greenhouse.io, and @interviews.modernloop.io email addresses. For more information about protecting yourself from impersonators and scams, please visit a href= https://tailscale.com/scam-awareness https://tailscale.com/scam-awareness /a . /em /p /div