The role, in a nutshell:

We’re looking for a highly motivated strategic partner/business development professional (VARs) who has strong market knowledge, a cloud and security network, and enjoys building relationships with key decision makers to evangelize building secure and reliable software. Our sales team walks a mile in their customers shoes and wants our customers and prospects to see the immense value and expertise Chainguard's solutions offer.

Duties and Responsibilities:

• Own and deliver partner-sourced and partner-influenced pipeline and revenue outcomes across a portfolio of assigned VARs and Regional System Integrators, with clear accountability for contribution to overall bookings.
• Drive consistent pipeline creation through joint prospecting, partner-led opportunity identification, and co-selling motions with aligned field sales teams.
• Improve partner attach rates by enabling partners to position Chainguard as a core component of their security, cloud-native, and modernization offerings.
• Accelerate deal velocity and win rates by ensuring partners are effectively enabled, engaged early in the sales cycle, and aligned to customer use cases.
• Identify, recruit, and prioritize high-performing partners that demonstrate sustained investment in Chainguard through sales focus, technical enablement, and go-to-market execution.
• Execute joint business planning with partners, including pipeline targets, solution focus areas, enablement milestones, and marketing initiatives, and track progress through quarterly and annual business reviews.
• Drive measurable progress in partner readiness metrics, including certifications, solution validation, demo capability, and delivery confidence.
• Increase partner-driven demand generation impact through joint regional marketing campaigns, events, and field activities, with clear attribution to pipeline creation and opportunity progression.
• Maintain strong forecast accuracy and pipeline hygiene by managing partner opportunities in SFDC and related tools, ensuring visibility into sourced, influenced, and co-sell deals.
• Partner cross-functionally with sales, solution engineering, marketing, and partner operations to remove friction, improve execution efficiency, and scale partner success.

Required Skills / Experience:

• 5+ years of Software Channel Manager experience required.
• Experience working with and through VARs.
• Successful sales background required having carried and overachieved quota.
• Startup experience a plus.
• Entrepreneurial self-starter, who knows how to structure and breakdown ambiguous problems into executable steps.
• Strong verbal and written communication including high level of comfort with public speaking and excellent presentation skills.
• Excellent interpersonal skills with the ability to build rapport with a variety of groups.
• Team player and ability to work independently.
• Strong technical aptitude.
• Data, metric-driven.

ROLE AND RESPONSIBILITIES

The Regional Vice President, Enterprise Sales (EMEA – Central & Southern Europe) will report directly to the VP of EMEA.

Chainguard is seeking a highly motivated Regional Vice President of Enterprise Sales to lead our enterprise sales efforts across Central and Southern Europe. This second-line sales leader will be responsible for all New Annual Recurring Revenue (NARR / NACV) within the region.

Leading a team of Regional Directors, this individual will own all aspects of building and scaling a high-performing, high-impact enterprise sales organization within one of the fastest-growing infrastructure companies globally.

The RVP will bring strong passion for the value Chainguard delivers to customers, operating with professionalism, integrity, and accountability.

Key Responsibilities

• Recruit, develop, and retain a world-class team of enterprise sellers on time and on budget.

• Enable Regional Directors and Enterprise Account Executives to achieve key productivity metrics and growth milestones consistently

• Drive a disciplined approach to pipeline generation, leveraging field sales, marketing, channel partners, and sales development

• Define and execute a regional revenue strategy, ensuring strong execution and collaborative team selling.

• Build and maintain strong customer relationships, focusing on value realization, retention, expansion, and advocacy.

• Deliver accurate monthly and quarterly forecasting through disciplined deal inspection and forecast methodologies.

• Develop and expand strategic channel partnerships across Central and Southern Europe

• Lead weekly Regional Director forecast calls and facilitate Quarterly Business Reviews (QBRs) to track performance and execution

• Maintain forecast accuracy within +10% / -5% of quarterly and monthly targets.

• Act as Executive Sponsor on key enterprise deals, building relationships with senior stakeholders (CISO, CIO, CTO)

• Partner closely with Marketing to drive demand generation, sales enablement, and go-to-market execution

Qualifications

• Proven second-line sales leadership experience focused on new business and new logo acquisition

• 7+ years of enterprise sales experience with a strong track record of exceeding quota in security, open source, or cloud development markets

• SaaS experience leading subscription-based sales teams

• Demonstrated success in carrying or leading teams with multiple millions in New ARR targets

• Strong “hunter” leadership mindset with experience driving pipeline creation and demand generation

• Track record of consistent overachievement and accountability

• Experience closing complex enterprise deals with multiple stakeholders in emerging or new technology categories

• Experience managing and closing deals of $200K+ ARR, with exposure to transactions exceeding $1M+ ARR

• Strong relationships with channel partners and executive-level customers

• Familiarity with consultative sales methodologies (e.g., MEDDICC, Challenger, Force Management)

• Excellent communication, presentation, and leadership skills

• Comfortable operating in a fast-paced, high-growth environment

• Strong alignment with Chainguard’s values and mission