The mandate

Own and grow Disseqt's direct enterprise sales across EMEA, starting with the UK and Europe, and turn early traction into repeatable revenue.

You'll report directly to the CEO and carry the EMEA direct sales number. You'll sell into enterprises across sectors, with a focus on regulated industries, where the buyer is a Chief Risk Officer, CISO, Head of Model Risk or Chief Data/AI Officer and deal cycles are measured in quarters. These are six-figure ACV deals with buying committees, security reviews, procurement and legal to get through. You know how to run that reality, not fight it.

This is a hands-on, quota-carrying role with real scope. You'll find, run and close your own deals, and help shape how we sell as you go. Nobody will be managing your diary or handing you leads. When the first wins land, you make sure they expand. It’s early stage, so expect pace, intensity and plenty of ambiguity.

You care about making AI responsible, trustworthy and assured, not as a talking point, but because you understand what's at stake when enterprise AI goes wrong in regulated industries.

What you'll own

Pipeline generation

• Build your target account plan across EMEA, starting with the UK and Europe, and prioritise the sectors and accounts where AI assurance and governance are most urgent.
• Generate qualified pipeline through outbound, events, referrals and your own network, and hit the pipeline targets that support the revenue plan.
• Map buying committees early: risk, compliance, security and data/AI leaders, plus procurement and legal.

Closing net-new revenue

• Carry the EMEA direct revenue number and run full-cycle enterprise deals from discovery to signed contract, typically at six-figure ACV.
• Lead the commercial conversation with senior stakeholders up to SVP / C-level, articulating Disseqt's USP and quantified ROI to risk, compliance, security and data/AI leaders.
• Bring strong in-person presence to meetings with client CTOs, CIOs, CISOs and risk leadership.
• Negotiate commercial terms within agreed pricing guardrails, and work with the CEO on anything outside them.
• Work closely with our product and engineering team on demos, proofs of value and security reviews.

Building the sales motion

• Help build the sales playbook as you go: ICP, qualification (e.g. MEDDIC), deal stages and HubSpot hygiene. Write down what works so it can be repeated.
• Keep an accurate monthly and quarterly forecast and report pipeline and revenue to the CEO, so the number is never a surprise.
• As the team grows, help hire and onboard new AEs and SDRs, and coach them on how we sell.
• Feed market insight back into product, positioning and pricing.

Land & expand handoff

• Ensure first deployments land successfully and set up the expansion path. (Note: delivery ownership sits with our delivery/CS function as it matures. Your job is to protect the commercial relationship and the expansion motion, not to project-manage implementation.)

Where this goes

This role is built for someone ready for their next career step. Show you can build pipeline, close and help shape how we sell, and there's a real path to Sales Director as the EMEA team grows, taking on hiring, team leadership and the wider sales plan. Progression is based on results, not time served.

What you bring

• Must-have: enterprise deal experience. A proven track record of personally sourcing and closing enterprise SaaS or AI deals, at six-figure ACV, and consistently beating your number. You’ve run the full mechanics: multi-threading the buying committee, building the business case and ROI, and getting through security review, procurement and legal. If your experience is mainly in smaller or transactional deals, this role isn’t the right fit.
• Must-have: early-stage, high-growth experience. You’ve sold inside an early-stage, high-growth company and you know what that’s actually like: the pace, the intensity, and the ambiguity of building pipeline and process with no playbook or inbound leads handed to you. You’re energised by that, not unsettled by it.
• Must-have: self-directed. You don’t need handholding. You plan your own week, build your own pipeline, and ask for help when it matters, not by default. You want more ownership and you’re ready to be held to it.
• 5+ years of B2B enterprise software sales experience, most recently in a senior or enterprise AE role (or similar quota-carrying role), and ready for more scope.
• Previous success selling to large enterprises (e.g. Fortune 500 or FTSE 350), ideally in regulated industries.
• Awareness of the regulatory pressures on enterprise AI, such as the EU AI Act and sector rules like DORA, or a clear appetite to learn them fast.
• A keen understanding of AI and LLMs' capabilities and how critical responsible, trustworthy and compliant AI usage is in regulated industries.
• Comfortable engaging and selling at VP/SVP and C-level: CRO, CISO, Head of Model Risk, Chief Data/AI Officer.
• Commercial judgement: you know where the revenue is, prioritise your time accordingly, and can explain your thinking.
• Leadership potential: you've mentored newer reps, led a deal team or shaped sales process, and you want to build and lead a team in time.
• Strong communication and presentation skills, with the confidence to hold the room with senior executives.
• Experience with modern sales methodologies and tools (e.g., HubSpot, MEDDIC etc.).
• Working knowledge of GenAI and agentic AI applications, tooling and platforms, and the fundamentals of LLMs, agents, RAG, MCP, A2A, foundation models, orchestrators and multi-modality.

Bonus points (nice-to-haves)

• Existing relationships with risk, compliance, security or data/AI leaders in UK, European or wider EMEA enterprises.
• Experience selling AI governance, model risk, AI observability, AI security or adjacent infrastructure.
• Sales experience in the GenAI/agentic AI ecosystem, including Microsoft Foundry, Amazon AgentCore, Agentforce, OpenAI, Anthropic, Google Gemini etc.
• Experience working alongside GSI or consulting partners on direct deals.

About Disseqt AI

Disseqt is the Assurance Layer for Enterprise AI Operations. One platform covers the full deployment lifecycle: pre-production testing, runtime policy enforcement, continuous post-deployment monitoring and compliance reporting.

AI agents are non-deterministic. They hallucinate. They produce unexpected outputs. They behave differently in production than in any test environment. They drift. They degrade. Enterprises deploying AI agents at scale have limited visibility into what those systems are doing after go-live. Legacy GRC tools were built for predictable software and cannot monitor what changes continuously.

Disseqt closes that gap. With regulations like the EU AI Act and ISO 42001 now mandating full lifecycle AI governance, enterprises using Disseqt are winning regulated deals, faster and with less risk.