VP Sales EMEA

TLV, israel · Full-time
About The Position

The VP Sales EMEA will lead all regional sales activities across Europe, Middle East, and Africa (EMEA), with full ownership of revenue growth, pipeline development, strategic accounts, channel expansion, and sales execution across the Counter-UAS (CUAS) domain.

This executive role carries direct responsibility for regional bookings, quota attainment, forecast accuracy, and enterprise account expansion across defence, homeland security, critical infrastructure, and commercial sectors.

The ideal candidate combines strategic enterprise sales leadership with hands-on execution capabilities in complex government and enterprise sales cycles, including direct sales, channel management, and large-scale capture programs.

Responsibilities

1. Revenue Ownership & Quota Attainment

Own and deliver regional annual bookings and revenue targets across EMEA
Develop and execute annual and quarterly sales plans aligned with company growth objectives
Drive predictable pipeline generation and conversion across all target verticals
Ensure achievement of quarterly and annual quota attainment targets
Maintain disciplined sales forecasting and pipeline governance

2. Enterprise & Government Sales Leadership

Lead complex enterprise and government sales cycles from qualification through contract award
Manage strategic opportunities including Ministries of Defense, HLS agencies, airports, critical infrastructure, and national security programs
Build executive-level customer relationships across target accounts
Lead negotiation of large-scale multi-year agreements and framework contracts

3. Pipeline & Forecast Management

Maintain healthy pipeline coverage ratio across all territories and verticals
Conduct weekly forecast reviews and opportunity inspections
Implement structured sales
Ensure CRM accuracy, sales hygiene, and stage discipline

4. Regional Go-To-Market Execution

Define territory strategy and account prioritization across EMEA
Develop regional market penetration strategies
Drive alignment between direct sales, channel partners, integrators, and distributors
Identify and open new regional opportunities and strategic partnerships

5. Team Leadership & Performance Management

Recruit, develop, and lead high-performing regional sales teams
Establish clear performance metrics, coaching cadence, and accountability mechanisms
Drive high-performance sales culture focused on execution and forecast predictability
Collaborate closely with Marketing, Product, Operations, and Customer Success

6. Strategic Partnerships & Ecosystem Development

Develop and manage regional strategic partnerships and system integrators
Establish partner-driven pipeline generation initiatives
Support local market access through regional alliances and consortiums
Expand indirect sales channels where strategically relevant
Requirements
12+ years of enterprise sales leadership experience in defense, HLS, ISR, RF, cyber, or adjacent sectors
Proven track record of exceeding multi-million-dollar annual quotas across EMEA
Demonstrated success managing complex government and enterprise sales cycles
Experience leading direct and channel sales organizations
Strong understanding of defense procurement and tender processes across EMEA
Proven ability to build predictable pipeline and forecast accuracy
Experience managing executive-level customer relationships and strategic negotiations
Strong CRM, forecasting, and sales operations discipline
Willingness to travel extensively across EMEA