Head of Sales (EMEA)

Head of Sales, EMEA

Location: Europe

About Frame Security: The world’s most sophisticated cyber threats are now AI-powered. It’s time for security awareness to evolve. Legacy security training is broken. For years, organizations have relied on static libraries of generic, "one-size-fits-all" content that fails to prepare employees for modern attacks like deepfake executive impersonations, AI-driven social engineering, or "vibe-coded" application threats. At Frame Security, we aren't just building another training library; we are setting the new standard for security awareness. 

Our AI-native platform learns an organization’s unique DNA, its policies, tools, roles, and risks, to generate personalized training and hyper-realistic simulations in minutes. From developers practicing secure coding in Java to finance teams defending against AI-generated voice phishing (vishing), we deliver training that actually reflects an employee’s real work.

Join us as we build the engine that protects the human layer of every organization in the AI era.

Job Summary: We're looking for an experienced, hands-on EMEA Sales Leader to build, scale, and lead our go-to-market organization across Europe, the Middle East, and Africa.

This is a leadership role for someone who thrives in high-growth startups and enjoys building from the ground up. You'll own regional revenue performance while leading and developing a team.

You'll partner closely with Marketing, Customer Success, Product, and Executive Leadership to execute our go-to-market strategy, drive predictable revenue growth, and establish Frame as the leader in AI-powered security awareness.

The ideal candidate is equally comfortable coaching teams, closing strategic opportunities, building repeatable sales processes, and helping shape the future of our GTM organization.

Key Responsibilities:

Regional Sales Leadership

• Own revenue, pipeline, and forecast performance across the EMEA region.
• Develop and execute the regional go-to-market strategy aligned with company objectives.
• Build territory plans and identify opportunities for market expansion.
• Drive consistent execution against quarterly and annual revenue goals.

Team Leadership & Development

• Lead, coach, and develop a high-performing team across EMEA.
• Own organizational planning, hiring, onboarding, performance management, promotions, and succession planning for the region.
• Recruit, hire, and retain top sales talent to support regional growth.
• Conduct regular pipeline reviews, deal coaching, forecast calls, and performance reviews.
• Foster a culture of accountability, collaboration, urgency, and continuous improvement while setting a high standard for performance and execution.

Sales Execution

• Improve pipeline generation, conversion rates, win rates, and overall sales productivity.
• Establish disciplined sales processes and forecasting practices.
• Ensure CRM accuracy, pipeline hygiene, and operational excellence.
• Support strategic customer opportunities and executive-level negotiations.

Cross-Functional Collaboration

• Partner with Marketing to maximize regional demand generation and field marketing efforts.
• Collaborate with Customer Success to drive customer retention, expansion, and advocacy.
• Work closely with Product and Executive Leadership to share customer insights, competitive intelligence, and market feedback.
• Partner with Channel Account Managers to expand partner-generated pipeline and revenue.

Build the Business

• Help shape Frame's long-term EMEA growth strategy.
• Establish scalable processes and best practices as the organization grows.
• Represent Frame at customer meetings, executive briefings, conferences, and industry events throughout EMEA.

Success Metrics:

• Exceed quarterly and annual EMEA revenue targets.
• Maintain healthy pipeline coverage and predictable forecast accuracy.
• Consistently improve sales conversion rates and average deal size.
• Build and retain a high-performing regional sales organization.
• Successfully hire and onboard top-performing sales talent.
• Increase channel-generated pipeline and partner revenue.
• Develop scalable sales processes that support continued regional growth.

Required Skills & Experience:

• 8+ years of B2B SaaS or cybersecurity sales experience.
• 4+ years leading high-performing enterprise sales teams.
• Proven track record of consistently exceeding regional revenue targets.
• Strong leadership, coaching, and talent development skills.
• Excellent forecasting, pipeline management, and sales operational discipline.
• Experience building and scaling teams in a high-growth startup or scale-up environment.
• Outstanding communication, presentation, and executive relationship-building skills.
• Willingness to travel throughout the EMEA region.