Vice President Sales - EMEA at UpGuard

Who are we? UpGuard’s mission is to make life easier for security teams. We build robust, practical solutions that help organisations identify, assess and remediate cyber risk across their attack surface, vendor ecosystem, workforce and trust relationships. Our cyber risk posture management platform combines security ratings, instant risk assessments, templated questionnaires, threat intelligence and agentic AI to give customers a clear, actionable view of their risk landscape. UpGuard is trusted by thousands of organisations globally and continues to grow at pace, with consistent year-on-year revenue growth and a rapidly expanding multi-product platform. We are now entering our next phase of international scale, with EMEA positioned as one of our most important growth engines Why are we hiring this role? EMEA is one of UpGuard’s largest and fastest-growing opportunities, but it remains under-penetrated relative to its potential. Since establishing our first regional presence in 2023, we have built a meaningful commercial footprint with strong momentum and circa 50 percent growth. This role exists to take that foundation and scale it deliberately, aggressively and sustainably. We need a senior commercial leader who can own the region end to end, build a repeatable sales motion, and lead our transition to a multi-product, platform-led go-to-market strategy across Europe, the Middle East and Africa This is not a turnaround or greenfield role. It is a scale-up mandate with real revenue, real customers and real expectations. What will you do? As VP Sales, EMEA, you will be the most senior commercial leader in the region, accountable for revenue, team performance and culture. In the first 12 to 24 months, this will be a hands-on, player-coach role. You will be close to the deals, actively coaching Account Executives, refining sales motion and building the foundational management layer required for scale. Over time, the role will evolve into a more strategic leadership position with broader regional impact. Specifically, you will: • Proven experience scaling a B2B SaaS sales organisation in EMEA through a significant growth phase • Experience selling multi-product or platform solutions to technical buyers such as CISOs and CTOs • A strong background in mid-market sales with deal sizes typically in the $30k to $40k range • Demonstrated success building and leading teams in a remote-first, globally distributed environment • Experience working for a non-EMEA headquartered company, ideally US or Australian-based • A track record of owning a region from a meaningful revenue base and scaling it further • A coaching mindset and the ability to build loyalty, accountability and high performance Your first-year mandate is clear and high impact. This role is central to achieving our EMEA growth ambitions and carries strong visibility across the executive team What are we looking for? • A low ego, high agency approach to leadership and delivery • Proven experience scaling a B2B SaaS sales organisation in EMEA through a significant growth phase • Experience selling multi-product or platform solutions to technical buyers such as CISOs and CTOs • A strong background in mid-market sales with deal sizes typically in the $30k to $40k range • Demonstrated success building and leading teams in a remote-first, globally distributed environment • Experience working for a non-EMEA headquartered company, ideally US or Australian-based • A track record of owning a region from a meaningful revenue base and scaling it further • A coaching mindset and the ability to build loyalty, accountability and high performance • Cybersecurity experience and channel exposure are highly valued, but not mandatory What's in it for you? • Monthly Lifestyle subsidy: Use this for financial, physical, and mental well-being • WFH set-up allowance: To ensure you have the right environment to work in, we will help you get set up within your first 3 months at UpGuard • $1500 USD annual Learning & Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance • Annual leave: PTO plus two additional UpGuardian leave days to give you time to recharge your batteries. • 18 weeks paid Parental Leave: Irrespective of parenting role • Personal Leave Allowance: This includes sick & carer’s leave • Fully remote working environment: While we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance • Top-spec hardware: All team members will be provided with top-spec laptops for their role • Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work • Health Insurance: Health, dental, and vision insurance • Stock options How we work UpGuard operates with clarity, transparency and a strong bias for action. We value ownership, direct communication and a no-nonsense approach to getting things done. While we are remote-first, we invest deliberately in bringing teams together to build trust and connection. Within our revenue leadership group, collaboration matters. We hold ourselves to high standards, operate with low ego, and care deeply about developing our people while delivering results #LI-JH1 UpGuard is a Certified Great Place to Work® in the US, Australia, UK and India, establishing its position as a leading global technology employer. 99% of team members agree that UpGuard is a great place to work, apply now to find out why! As an Equal Employment Opportunity and Affirmative Action Employer, qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. For applications to positions in the United States, please note, at this time we can only support hiring in the following US states: CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, or DC.  Before starting work with us, you will need to undertake a national police history check and reference checks. Also please note that at this time, we cannot support candidates requiring visa sponsorship or relocation.