Overview:
Senior Director, EMEA Pre‑Sales
Reports to: VP Global Technical Sales
Location: EMEA
Span: 3 first‑line managers, 24 engineers, 1 bid manager, cross‑functional alignment with Sales, CS, PSO, Product, and Alliances
Role Overview
The Senior Director, EMEA Pre‑Sales is responsible for leading, scaling, and modernising the EMEA Technical Sales organisation. This leader will drive operational excellence, elevate technical credibility, and partner with regional Sales leadership to deliver predictable growth across the whole region.
This is a second‑line leadership role requiring a strong operator who can bring structure, cadence, and clarity to a diverse, high‑performing team. The Senior Director will coach managers, strengthen execution discipline, and ensure the region consistently delivers high‑quality customer engagements, competitive deal strategy, and technical excellence.
The ideal candidate is a modern presales leader: data‑driven, commercially mature, technically credible, and comfortable navigating a high‑growth, high‑change SaaS environment.
Responsibilities:
- Regional Leadership & Team Performance
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Lead and develop three first‑line Pre‑Sales Managers and a team of 24+ engineers across EMEA.
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Build a culture of accountability, coaching, and continuous improvement.
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Ensure consistent execution across all territories, segments, and verticals.
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Drive clarity of roles, expectations, and operating rhythms.
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Operational Excellence & Predictability
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Assisting regional forecasting accuracy for presales capacity, deal support, and strategic pursuits.
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Implement and enforce operational cadences: QBRs, technical win reviews, deal strategy sessions, and use data to drive growth.
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Drive adoption of global processes, methodologies, and tools.
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Ensure predictable, repeatable execution across the region.
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Commercial Partnership
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Partner with the regional Sales VP to support pipeline generation, deal strategy, and competitive positioning.
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Act as the senior technical voice in major pursuits, escalations, and executive briefings.
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Strengthen alignment with Customer Success, Professional Services, and Product to ensure end‑to‑end customer value.
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Technical Excellence & Field Readiness
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Ensure the team maintains deep expertise in IGA, PAM, AD Security along with general cybersecurity knowledge, SaaS architecture, and product roadmap.
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Partner with Product and Enablement to drive readiness, messaging consistency, and competitive differentiation.
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Champion modern presales practices including value engineering, ROI modelling, and technical storytelling.
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Strategic Initiatives & Transformation
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Lead regional initiatives to modernise presales: AI‑enabled workflows, demo innovation, lab environments, and content automation.
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Drive cross‑functional collaboration with Marketing, Alliances, and Sales Ops to support regional growth strategies.
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Represent EMEA in global leadership forums and contribute to global presales strategy.
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Talent Management & Succession Planning
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Recruit, develop, and retain top technical talent across EMEA.
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Build succession plans for managers and senior ICs.
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Create a high‑performance environment with clear expectations and measurable outcomes.
Qualifications:
Leadership & Operating Experience
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Proven second‑line presales leader in enterprise SaaS or cybersecurity.
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Demonstrated ability to lead managers and scale technical organisations of 20–50+ people.
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Strong operator: structure, cadence, clarity, and follow‑through.
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Experience stabilising and modernising a region during periods of change.
Commercial & Technical Competence
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Deep understanding of enterprise sales cycles, deal strategy, and competitive dynamics.
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Strong technical credibility in IAM, cybersecurity, or adjacent enterprise software domains.
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Comfortable engaging at C‑suite level with customers and internal executives.
Execution & Culture
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High‑velocity, high‑ownership mindset.
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Excellent communicator with strong executive presence.
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Able to balance strategic thinking with hands‑on leadership.
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Thrives in a global environment.
Success Criteria (First 12 Months)
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Region operating with predictable cadence and consistent execution.
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Strengthened partnership with the EMEA Sales VP and improved deal strategy discipline.
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Improved presales forecasting accuracy and capacity planning.
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Increased win rates in strategic pursuits through measurement and improvement.
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Clear succession plans for all three managers.
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Stronger technical readiness and competitive positioning across the region.
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EMEA recognised as a stable, high‑performing region within global presales.
Company Description
One Identity enables organizations of all sizes to better secure, manage, monitor, protect, and analyse information and infrastructure to help fuel innovation and drive their businesses forward.
With team members around the globe, we intend to continue to grow revenues and add value to customers.
When you join our team, you will have the opportunity to build and develop products at a scale few others can provide.
Our product portfolio serves a large base of customers and we are addressing the strategic imperatives for enterprise businesses.
Working with some of the most talented employees the industry has to offer, we provide enhanced career opportunities for team members to learn and grow in a rapidly changing environment.
Why work with us?
Life at One Identity means collaborating with dedicated professionals with a passion for technology.
When we see something that could be improved, we get to work inventing the solution.
Our people demonstrate our winning culture through positive and meaningful relationships.
We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential.
Our team members’ health and wellness is our priority as well as rewarding them for their hard work.
One Identity is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: One Identity is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment.
All employment decisions at One Identity are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate.
One Identity will not tolerate discrimination or harassment based on any of these characteristics. One Identity encourages applicants of all ages.
Come join us. For more information, visit us on the web at One Identity Careers | Explore Opportunities with the OI Team
Note: We do not use text messaging or third-party messaging apps like Telegram to communicate with applicants, so please exercise caution if you are approached in this way and only interact with people claiming to be One Identity employees if they have an email address ending in @oneidentity.com.
