Sales Director – UK (Cybersecurity)

The Role

As cyber threats grow increasingly sophisticated, Yubico remains the proven standard in hardware-rooted, phishing-resistant security, trusted across the world’s leading technology firms, financial institutions, and critical infrastructure. We are advancing our GTM model beyond transactional hardware into a comprehensive, multi-pillar identity platform that bridges hardware root of trust with scalable subscription services (YubiKey as a Service) and modern digital identity capabilities.

We are seeking an experienced Sales Director based in the United Kingdom (UK) to lead high-velocity enterprise expansion and secure strategic net-new accounts across the UK. Operating within a modern, data-driven sales architecture designed to minimize administrative drag and maximize customer-facing engagement, you will engage C-level security leaders, collaborate closely with strategic channel and advisory partners, and turn digital trust into lasting business resilience.

Tasks & Responsibilities:

• Strategic Territory & Account Leadership: Formulate and execute a data-driven territory plan targeting named enterprise accounts, driving both net-new logo acquisition and deep expansion across key regulated verticals (including Financial Services, Technology, Manufacturing, and Critical Infrastructure).
• Drive Full-Portfolio & Subscription Adoption: Champion enterprise adoption across Yubico's hardware and software lifecycle solutions, accelerating customer transition toward predictable subscription models (YubiKey as a Service) and emerging identity platform capabilities.
• High-Impact Deal Execution: Lead complex, multi-stakeholder negotiations and architect large-scale enterprise agreements that address organizational risk, regulatory compliance, and post-quantum cryptographic readiness.
• Channel & GSI Co-Selling: Actively partner with the UK Channel Manager, leading distributors, and Global System Integrators (GSIs) to generate partner-sourced demand, attach deployment services, and scale customer reach.
• Cross-Functional Orchestration: Collaborate closely with BDRs, Solution Engineers, Customer Success Managers, and Professional Services to deliver an exceptional end-to-end customer journey from discovery through full-scale deployment.
• Executive Thought Leadership: Act as a trusted strategic advisor to CXO-level security leaders (CISOs, CIOs, CTOs), representing Yubico’s mission at industry forums, executive roundtables, and customer advisory panels.
• Operating Excellence & Hygiene: Maintain disciplined pipeline health, accurate forecasting, and rigorous opportunity qualification (MEDDPICC), leveraging intelligent GTM tooling to prioritize high-intent, high-impact moves.

Basic Qualifications:

• Proven Enterprise Sales Track Record: Extensive, demonstrable success as an enterprise account executive or sales director selling complex enterprise software, SaaS, or cybersecurity solutions to large corporate accounts in the UK.
• Domain Fluency: Strong grounding in cybersecurity principles, particularly Identity and Access Management (IAM), Public Key Infrastructure (PKI), modern authentication standards (FIDO2 / WebAuthn), and zero-trust security frameworks.
• Executive Gravitas: Proven ability to command the room and lead consultative, business-outcome conversations with CISOs, CIOs, and enterprise risk committees.
• CRM & Sales Tech Proficiency: Hands-on experience working proficiently within Salesforce (SFDC) or comparable enterprise CRM platforms, with a disciplined approach to pipeline management, opportunity tracking, and forecasting accuracy.
• Ecosystem Mastery: Proven experience co-selling alongside channel partners, value-added resellers, and global advisory/systems integration firms to multiply pipeline and accelerate deal velocity.
• Strategic Value Seller: Demonstrated ability to articulate business value, TCO, and risk-reduction ROI beyond transactional hardware pricing, closing substantial multi-year subscription agreements.
• Collaborative & Resilient Mindset: A proactive, accountable approach to territory management that embodies transparency, team collaboration, and a relentless winning spirit.