Sales Director – UK (Cybersecurity)

Meet Yubico Yubico is a global leader in identity security and creator of the YubiKey, the original hardware-backed passkey. We are publicly traded on Nasdaq Stockholm; our global footprint includes headquarters in Stockholm, Sweden, Silicon Valley, California; and Singapore. Why Join Our Mission? At Yubico, we are guided by a shared belief that your work matters. We operate under a cultural philosophy of Speed with Integrity, pushing the boundaries of technology to secure the AI frontier—protecting both human and agentic AI interactions—and leading the transition to post-quantum cryptography. In everything we do, we live by our core values: - Battle Friction: We constantly look for new ways to simplify our products, our work, and the user experience. - Inspire Higher: We think big, champion the open internet, and strive to do the right thing even when it is difficult. - One Team: We are open, responsive, and collaborative, overcoming challenges and celebrating our successes together. Aligned with our commitment to open standards, we foster a thriving builder ecosystem through the Yubico Developer Program, offering free open-source repositories, libraries, and SDKs to help developers rapidly integrate strong hardware authentication into any application. Through close collaborations with technical partners like Google, Microsoft, and Amazon, as well as newer frontiers like OpenAI, we continue to shape a safer digital world while donating security keys to protect vulnerable communities, journalists, and humanitarian groups worldwide through our Secure it Forward program. 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. We are an equal opportunity employer, we value diversity and uphold an inclusive environment where all people feel that they are equally respected and valued. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity or expression, age, marital status, religion, national origin, disability, protected Veteran status or any other characteristic protected by law. We'd love to learn about what you can add to our diverse team. We are an E-Verify Participating Employer. Yubico does not accept agency resumes or referrals so please do not send them to our careers staff or employees. Yubico is not responsible for any fees related to unsolicited resumes or referrals. 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