Associate Director, Field Sales Audit & Assurance - Risk & Compliance

We are seeking an experienced and highly motivated Associate Director, Field Sales Audit & Assurance – Risk & Compliance to lead the growth of our IT Governance, Risk & Compliance (IT GRC) software portfolio across key EMEA markets.

This leadership role is responsible for managing and developing a team of Enterprise Account Executives covering the United Kingdom, Germany, and UAE, while driving revenue growth through the sale of cloud-based IT GRC solutions to enterprise and public sector organizations.

The successful candidate will combine strong sales leadership capabilities with deep experience engaging the Office of the CISO, cybersecurity leadership teams, risk and compliance executives. They will be responsible for developing talent, executing regional go-to-market strategies, and ensuring achievement of pipeline, forecast, and revenue objectives.

Key Responsibilities

• Lead, coach, and develop a team of Enterprise Account Executives covering the UK, Germany, and UAE markets.
• Develop and execute regional sales strategies to achieve quarterly and annual revenue targets.
• Drive pipeline generation, account planning, territory management, and business development activities across the region.
• Support the team in identifying, qualifying, and closing strategic new business opportunities.
• Build executive relationships with CISOs, Deputy CISOs, Chief Risk Officers, Chief Compliance Officers, CIOs, Internal Audit Executives, IT Risk Leaders, Security Operations Leaders, and Third-Party Risk Management stakeholders.
• Partner with sales teams on strategic opportunities and executive customer engagements.
• Coach teams on value-based selling, opportunity qualification, stakeholder mapping, commercial negotiations, and business case development.
• Ensure the successful positioning of IT GRC solutions including cyber risk management, policy management, compliance management, third-party risk management, controls management, and security governance solutions.
• Lead complex enterprise sales cycles involving security, risk, compliance, procurement, legal, and executive stakeholders.
• Drive forecast accuracy, pipeline hygiene, CRM discipline, and operational excellence across the region.
• Collaborate with pre-sales, marketing, customer success, product management, and partner organizations to maximize regional growth.
• Recruit, onboard, retain, and develop top sales talent.
• Represent the company at cybersecurity, governance, risk, compliance, and internal audit industry events and conferences.
• Act as executive sponsor for strategic customers and key growth opportunities.

Required Experience

• Demonstrable enterprise software sales experience, including proven experience in a sales leadership or people management role.
• Demonstrated success leading high-performing enterprise sales teams.
• Experience selling IT GRC, Cyber GRC, Cybersecurity, Third-Party Risk Management (TPRM), IT Risk Management, Compliance Management, Security Governance, Audit Management, or related enterprise software solutions.
• Proven experience engaging and selling into the Office of the CISO and broader cybersecurity organizations.
• Consistent track record of achieving or exceeding regional sales targets.
• Experience managing complex, multi-stakeholder enterprise sales engagements.
• Strong consultative, value-based, and solution-selling skills.
• Experience coaching teams on executive-level selling, ROI development, business value articulation, and competitive positioning.
• Proven ability to build and execute growth strategies across multiple countries and territories.

Preferred Qualifications

• Knowledge of cybersecurity frameworks and regulations including ISO 27001, NIST, NIS2, DORA, SOC 2, PCI DSS, GDPR, and related compliance requirements.
• Strong understanding of cyber risk management, security governance, operational resilience, regulatory compliance, internal audit, and third-party risk programs.
• Experience engaging executive-level decision makers, including CISOs, CIOs, CROs, Chief Compliance Officers, and Chief Audit Executives.
• Familiarity with enterprise sales methodologies such as MEDDICC, Challenger, or Miller Heiman.
• Experience leading geographically distributed teams across EMEA.
• Strong business acumen, commercial negotiation, and strategic account planning skills.

Language Requirements

• Fluent English is required, with excellent verbal and written communication skills.
• Additional European languages such as German, French, Spanish or Italian are highly desirable and considered a significant advantage.

Key Competencies

• Sales leadership and coaching
• Executive presence
• Strategic planning and execution
• Consultative and solution selling
• Cybersecurity and risk management expertise
• Pipeline generation and demand creation
• Forecasting and sales execution
• Negotiation and deal strategy
• Business case and ROI development
• Executive stakeholder engagement
• Cross-functional leadership
• Partner ecosystem management
• Talent development and succession planning

Success Metrics

• Regional revenue attainment
• New logo acquisition
• Pipeline coverage ratio
• Win rate
• Forecast accuracy
• Customer expansion revenue
• IT GRC and cybersecurity Annual Recurring Revenue (ARR) growth
• Team quota attainment and productivity
• Strategic CISO-level engagement across target accounts
• Employee engagement, development, and retention

Our Interview Practices

To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.