Director, Sales

Snyk is the leader in secure AI software development, helping millions of developers develop fast and stay secure as AI transforms how software is built. Our AI-native Developer Security Platform integrates seamlessly into development and security workflows, making it easy to find, fix, and prevent vulnerabilities — from code and dependencies to containers and cloud. Our mission is to empower every developer to innovate securely in the AI era — boosting productivity while reducing business risk. We’re not your average security company - we build Snyk on One Team, Care Deeply, Customer Centric, and Forward Thinking. It’s how we stay driven, supportive, and always one step ahead as AI reshapes our world. Why this role? As the Director, Sales – EMEA (Mid-Market), you will lead and scale a high-performing team of Account Executives (AEs) focused on the mid-enterprise (less than 5k employees) segment across the region. You will own the Mid-Market go-to-market (GTM) strategy, driving both new business acquisition, retention, and expansion within our customer base. This role requires a blend of strategic leadership and operational rigor, partnering closely with Sales Operations, Marketing, Solutions Engineering, and Customer Success to exceed revenue targets in a fast-paced, developer-first environment. What You’ll Do: Strategy & Execution: Define and execute the EMEA Mid-Market GTM strategy, ensuring alignment with global objectives and adapting to dynamic market conditions. Team Leadership: Lead from the front sales leader, hiring, coaching, and developing a team of Account Executives, ranging from entry-level to senior roles, to exceed revenue goals. Pipeline & Revenue Drive: Drive consistent pipeline generation and sales execution, leading the team through complex deal cycles, negotiations, and closures. Forecasting & Reporting: Provide accurate weekly and quarterly forecasts for new business and expansion rates to the executive team. Operational Excellence: Partner with Sales Operations to refine team design and optimize the use of Salesforce and other internal tools. Customer Engagement: Build strategic relationships at senior stakeholder levels and join customer calls to assist reps in closing high-level business. Cross-Functional Collaboration: Work with Marketing and Customer Success to identify upselling opportunities and resolve risks within the customer install base. Talent Development: Conduct regular talent assessments and Quarterly Business Reviews (QBRs) to ensure continuous team improvement. What You Bring: Proven Leadership: 5+ years of experience leading sales teams within the EMEA Tech Market, ideally within AI, Cybersecurity, SaaS or DevSecOps. Strategic Mindset: Ability to build repeatable GTM strategies and lead accurate forecasting, with demonstrated success in driving growth and velocity sales cycles in a fast-paced environment. Partner Experience: Deep partner experience, driving net new pipeline and co-sell activities. Regional Knowledge: Strong understanding of EMEA market dynamics, procurement processes, and cultural nuances. Communication Skills: Executive presence with the ability to engage stakeholders at all levels, from developers to C-suite. Process Rigor: A passion for organizational rigor and continuous process improvement. Strong proficiency in Command of the Message (CoM) and MEDDPICC frameworks to drive pipeline creation, deal qualification and progression, and forecast accuracy. It’d Be Awesome If You Also… Have a deep understanding of the software development lifecycle (SDLC) and the ability to articulate the value of Snyk’s product suite. Bring fresh ideas and aren’t afraid to challenge the status quo Have a sense of humour — we take our mission seriously, but not ourselves! #LI-TF1 We care deeply about the warm, inclusive environment we’ve created and we value diversity – we welcome applications from those typically underrepresented in tech. If you like the sound of this role but are not to ... (truncated, view full listing at source)