Sales Director (First Line) - EMEA at Endorlabs

About Us Endor Labs is building the Application Security platform for the software development revolution. Modern software is complex and dependency-rich, making it increasingly difficult to pinpoint the risks that truly matter. Endor Labs solves this challenge by building a call graph of your entire software estate—enabling teams to clearly identify, prioritize, and fix critical risks faster. Trusted by companies that are one or one hundred years old, Endor Labs secures code whether it was written by humans or AI, and whether it's 40-year old C++ code or cutting edge Bazel Monorepos. Endor Labs was founded by serial entrepreneurs Varun Badhwar and Dimitri Stiliadis, and is backed by leading VC firms such as Dell Technology Capital, Lightspeed, and Sierra Ventures. Sound interesting? Let’s talk if you want to be part of the next big leap in security innovation! About the Role We are seeking a high-impact First-Line Sales Leader to build, develop, and lead a team of 5–6 Account Executives. This is a leadership role designed for a leader who thrives on both executing quota and developing the next generation of sales talent. You will operate in a collaborative, matrixed environment—partnering closely with Customer Success, Solution Architects, Sales Development (SDRs), and Marketing to drive pipeline and close business. This is a technically complex sale. Our buyers are CISOs, AppSec leaders, and engineering executives. You and your team must be able to translate Endor Labs’ technical capabilities into clear, compelling business value—and you must know how to coach others to do the same. How You'll Make an Impact Team Leadership & Matrixed Execution • Lead and develop a team of 5–6 AEs, driving rigorous pipeline, deal strategy, and team operating cadence. • Orchestrate cross-functional partners (CS, SAs, SDRs, Marketing) to execute territory strategy and close deals. Recruiting & Talent Development • Own recruiting end-to-end—build a continuous pipeline of top talent and hire high-performing AEs. • Develop and retain talent through structured onboarding, coaching, and clear growth plans. Pipeline Generation & Sales-Led Prospecting • Drive a sales-led pipeline culture where reps own pipeline creation through strategic prospecting. • Partner with SDRs and Marketing to improve pipeline quality, coverage, and conversion. Value-Based Selling & MEDDIC Execution • Instill disciplined, value-based selling and MEDDIC across all deals to improve win rates. • Coach reps to translate technical capabilities into clear business outcomes for executive buyers. Performance & Quota Attainment • Consistently deliver on team revenue targets with accurate forecasting and strong pipeline health. • Identify and address performance gaps early while balancing short-term execution with long-term growth. Data-Driven Sales Management • Use data and pipeline analytics to diagnose funnel gaps and drive targeted coaching. • Partner with RevOps to improve reporting, insights, and territory planning. Adaptability & Operational Excellence • Lead effectively in a fast-paced, evolving environment—embracing ambiguity and driving execution. • Contribute to building scalable sales processes, playbooks, and external market presence. What You Bring to the Table • 5+ years in B2B enterprise or commercial technology sales, with 2+ years managing and leading quota-carrying AE teams • Demonstrated track record of recruiting top sales talent—with specific examples of sourcing, closing, and retaining high performers • Proven history of developing reps: promotions, expanded territories, and measurable performance improvements on your teams • Consistent record of meeting or exceeding team quota over multiple years • Deep expertise in value-based selling frameworks and MEDDIC (or MEDDPICC) qualification • Experience selling complex, technical products to technical and business buyers simultaneously • Strong ability to interpret and act on sales data; comfortable working alongside RevOps to use analytics in day-to-day management • Demonstrated ability to lead effectively in a matrixed organization—influencing without authority across CS, SAs, SDRs, and Marketing • Thrives in fast-paced, high-growth environments with evolving priorities Leadership Philosophy at Endor We believe great sales leaders don’t just manage numbers—they build people. At Endor Labs, your ability to attract, develop, and retain elite sales talent is as central to this role as your quarterly attainment. We expect our leaders to: • Recruit like it’s always a priority—because it is • Coach with specificity and empathy, not just urgency • Hold the team to a high standard while creating a culture where people want to perform • Model the behaviors they expect: intellectual curiosity, integrity, and a bias toward action • Embrace data and use it to get better—not just to report upward Why Endor Labs We’re building at the intersection of developer productivity and security — one of the fastest-growing spaces in software. Our dev-loved platform has real ROI, strong momentum, and customers who care about doing things right. At Endor Labs, we think big, start small, and learn fast. We take ownership, move with purpose, and always start with the customer’s success. We debate with data, make the complex simple, and challenge each other with kindness and candor. We celebrate wins, learn from misses, and have fun along the way — because when our customers win, we all win. Endor Labs is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Even if you don't fit every requirement above, we believe in the power of diverse perspectives and experiences, so we encourage all talented individuals to apply—there's no one-size-fits-all here.