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EMEA Commercial Director - United Kingdom



London, UK
Posted on Thursday, May 9, 2024

Working at Thoropass

At Thoropass, we are on a mission to transform an industry that’s never been known for innovation, but we aren’t letting that stop us. We love collaborating to devise new ways to solve problems that would stump other teams, and we have created a workplace where the best idea wins and we bring out the best in each other.

Our team is full of entrepreneurial people with a bias toward action, an insatiable intellectual curiosity, and a desire to learn and grow personally and professionally. By bringing remarkably talented people together, we have the opportunity to create something truly amazing for our customers and our team.

What We Do

Thoropass combines simple software with expert guidance to help companies manage security compliance, security audits, and enterprise procurement security diligence. Thoropass helps companies adopt stage-appropriate compliance practices that enterprises can trust and reduce the time and costs of security audits by 50% or more.

We are a rapidly expanding team based in New York. We were founded in May 2019 and raised our Series C funding in November 2022. Our top investors include J.P. Morgan, PayPal Ventures, Fin Capital, Centana, Canapi and Bain Capital. We're growing customers and revenue dramatically, and we’re poised for continued break-out growth in 2024 and beyond.

About the Job

We are seeking a dynamic and visionary Commercial Director to spearhead our operations across the EMEA region. In this pivotal role, you will take full ownership of all facets of our business within EMEA, with a primary focus on expanding our market share and enhancing our brand presence. Your responsibilities will encompass driving strategic initiatives, cultivating key partnerships, and overseeing the execution of sales and customer success strategies. You will serve as the driving force behind our growth trajectory in the region, leveraging your extensive industry knowledge and leadership acumen to propel our business to new heights.

As the Commercial Director for EMEA, you will report directly to our Chief Revenue Office and will have direct ownership of the EMEA sales & customer success teams. Your influence will extend beyond these domains, as you collaborate closely with cross-functional teams to align marketing, partnerships and customer solutions efforts with overarching business objectives. With a keen eye for market trends and a knack for identifying untapped opportunities, you will play a pivotal role in shaping our regional strategy and driving sustained business expansion. The ideal candidate will possess a proven track record of success in a similar leadership capacity, coupled with a strategic mindset, strong interpersonal skills, and a passion for driving results in a fast-paced, dynamic environment.

Key Responsibilities

  • Assume full ownership of all business operations within the EMEA region, driving efforts to expand market share and enhance brand presence.
  • Build and manage a team that consists of New Business Account Executives and separately, Customer Success Managers.
  • Play lead commercial role with enterprise prospects and customers in the region
  • Develop and execute strategic initiatives to drive growth and revenue across sales and customer success channels.
  • Lead and motivate cross-functional teams to align efforts and achieve business objectives in the region, including dotted line management of marketing, partnership and customer solutions team members.
  • Cultivate and nurture key channel partnerships to support business expansion and strengthen market position.
  • Analyze market trends and competitive landscape to identify opportunities for growth and differentiation.
  • Directly influence marketing strategies to effectively communicate value propositions and drive demand generation, partnering closely with the VP of marketing and EMEA marketing leader.
  • Establish and maintain strong relationships with customers, ensuring high levels of satisfaction and retention.
  • Provide regular reporting and analysis of key performance metrics to inform strategic decision-making.
  • Act as a brand ambassador, representing the company at industry and partner events and conferences to foster relationships and promote awareness.

About You:

  • You are a results-oriented, empathetic leader, passionate about building happy, effective, high-performing teams
  • You have experience leading sales and customer success/account management teams, ideally in the mid-market or Enterprise
  • You understand and are comfortable navigating the constraints and complexities of a high-growth startup environment
  • You have excellent written and verbal communication skills and are comfortable and adept at having difficult conversations
  • You are strongly analytical and know the best decisions leverage the right metrics, in addition to intuition and qualitative factors
  • You have a strong EQ, sense of judgment, and commitment to privacy
  • Willingness to travel to customers and prospects across EMEA as needed, and separately to the US HQ on a quarterly basis
  • Able to co-work in the London office with the team 2-3 days a week.

Preferred Skills and Experience

  • 10+ years of commercial leadership experience, preferably in a high-growth tech start-up through the process of scaling
  • Strong strategic thinking and business acumen with a track record of bringing concepts to life through excellent execution
  • Demonstrated experience in EMEA in growing a US based company
  • Experience in Information Security and compliance or audit is a plus
  • Proven leadership skills with the ability to inspire and motivate teams, drive change, and foster a collaborative, diverse and inclusive culture
  • Strong ability to build relationships at all levels of the organization via thoughtful communication


  • Exceptional health, vision, and dental care
  • Equity in a fast-growing company
  • 25 vacation days
  • Home office equipment stipend
  • Monthly wellness and wifi stipend

Equal Opportunity

Thoropass provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Even if you feel you don’t meet every requirement, consider applying! Thoropass acknowledges the research which shows that women and people of color are less likely to apply for jobs when they don’t meet all of the stated qualifications. However, we’re looking for authentic innovators to blaze new trails and you just may be the right person for this or another role.