Head of Marketing & Sales

ABOUT CLOUDGUARD

CloudGuard is an industry-leading Managed Security Service Provider (MSSP) and recognised authority in AI security. We exist to close the Security Confidence Gap, the dangerous distance between how protected organisations believe they are and the reality of their actual security posture and performance.

Built on deep Microsoft security specialisation and human-led operations, CloudGuard delivers enterprise-grade protection to SMB and mid-market clients across the UK, Ireland, and Europe. Our 3Rs framework, Enhanced Readiness, Optimised Responsiveness, and Maximised Resilience, defines the essentials of true cybersecurity, and is embedded in every CloudGuard service.

We are a growth-stage business, backed by Northern Powerhouse Investment, with a clear security engineering focus on securing AI and Agentic led capabilities. This is a leadership role that will shape how CloudGuard goes to market and how it tells its story across multiple geographies. Security Done Different, and we need someone who leads that way too.

THE ROLE

This is a senior commercial leadership role, reporting directly to the CEO. You will be responsible for the full go-to-market function, owning the performance, culture, and output of CloudGuard's sales and marketing team across all target geographies.

You will not carry a personal quota. You will own everything that drives one. Your success is measured by the collective performance of the team you lead, the pipeline you create, the revenue you protect, and the market position you build for CloudGuard across the UK, Republic of Ireland, Nordics, Benelux, and targeted European markets. It is already a high performance sales and marketing team, but like all successful startups, needs to transition from founder to expert team leadership.

This role suits a builder, someone who has thrived in a high-growth, startup environment, who understands both the science of sales performance and the craft of security marketing, and who can operate at board level while remaining close enough to the ground to drive execution.

WHAT YOU WILL DO

Sales Leadership & Performance

• Own and drive all sales performance metrics across the team — including ARR, pipeline coverage, win rates, deal velocity, average contract value, and NRR
• Lead, coach, and develop a team of Inside Sales Representatives and Account Executives, setting clear targets, cadence, and accountability structures
• Design and manage the full sales process from prospecting through to close, ensuring consistent methodology, qualification rigour, and accurate forecasting
• Own the CRM — pipeline hygiene, activity metrics, workflows, automations and data integrity are non-negotiable
• Work directly with the CEO on strategic deal support, board-level reporting, and commercial planning
• Drive campaign and outreach nurturing, building trust in businesses across defined verticals through disciplined account development.

Partnership & Channel

• Own and grow CloudGuard's partner ecosystem — including Microsoft partnership tiers, resellers, referral partners, and technology alliance relationships
• Build structured partner programmes with defined engagement models, MDF utilisation, and joint pipeline tracking
• Identify and develop new strategic partnerships that accelerate market entry in the Nordics, Benelux, and European country markets
• Represent CloudGuard at partner events, Microsoft-led initiatives, and industry forums

Marketing Leadership

• Overseeing and steering the Marketing team, reviewing all demand generation, content, brand, digital, and event activity
• Own the marketing contribution to pipeline — setting and holding marketing-sourced and marketing-influenced targets
• Manage all marketing platforms, tools, and budgets — ensuring spend is accountable to pipeline outcomes and is focused as a buyer trigger first approach not product led
• Develop and execute regional go-to-market plans for UK, Republic of Ireland, Nordics, Benelux, and Germany

Operational & Strategic

• Manage all commercial technology platforms — CRM, sales engagement, marketing automation, intent data, and analytics
• Report to the CEO and board on commercial performance, market trends, and pipeline health with clarity and confidence
• Build the annual sales and marketing plan, including headcount planning, territory design, campaign calendar, and budget allocation
• Operate as a key member of the senior leadership team (SLT), contributing to company strategy, culture, and growth planning

WHAT SUCCESS LOOKS LIKE

In your first 90 days:

• Full grip on pipeline, team performance, and current marketing output
• CRM and forecasting discipline established and adhered to
• Clear 12-month go-to-market plan presented and agreed with CEO
• Key partnership relationships assessed and prioritised

By month 12:

• Measurable improvement across core sales metrics — pipeline coverage, win rate, deal velocity
• Marketing demonstrably contributing qualified pipeline, not just brand activity
• Partner channel generating meaningful revenue contribution
• Nordics and/or Benelux go-to-market strategy operational
• A high-performing, motivated, and growing team under your leadership

WHAT WE ARE LOOKING FOR

• Minimum 5 years' cyber security sales leadership experience
• Proven track record in a startup or scale-up environment — you know how to build, not just manage
• Experience leading both inside sales, marketing and field/account executive teams simultaneously
• Direct ownership of partnership and channel programmes — from Microsoft CSP tiers to independent resellers
• Demonstrable commercial outcomes — ARR growth, win rate improvement, pipeline discipline
• Experience managing marketing functions alongside sales — or very close working relationship with marketing leadership
• Strong understanding of the MSSP, MDR, or cybersecurity managed services landscape
• CRM fluency — you run your business from data, not gut feel
• Comfortable presenting at board and C-suite level internally and externally
• UK-based and able to work from our Manchester office regularly

Highly Desirable

• Microsoft security ecosystem knowledge — Sentinel, Defender, Entra, Azure
• Experience selling into or leading teams that sell into Nordics, Benelux, or DACH markets
• Existing network within the Microsoft partner community
• Enjoys networking and attending industry events. Even better if you want to be come one of our CloudGuard amplifiers via speaking or content.
• Familiarity with AI security positioning or AI risk management narratives
• Experience supporting or contributing to a PEbacked growth journey
• Experience with ABM (account-based marketing) programmes

WHAT WE OFFER

The package is competitive and commensurate with the seniority of this role. We will share full details with shortlisted candidates.

• Competitive base salary Reflective of senior leadership seniority and cybersecurity market rates
• Performance bonus Team and company performance-linked annual bonus
• Benefits package Private healthcare, pension, life assurance
• Equity / growth participation Founder and Investor-backed growth — participation in the upside you help create
• Flexible working Hybrid model — Manchester office base with flexibility
• Career trajectory CSO / CCO path
• Culture A high-trust, high-accountability team that takes security seriously and has genuine fun doing it

HOW TO APPLY

We are looking for high energy individuals who meet the essential requirements above — particularly the five years of cybersecurity sales leadership and the startup environment experience.

To apply, please send your CV and a brief personalised covering note (no more than one A4 page) explaining why CloudGuard and why now. We want to understand what you have built, what you have learnt, how you will apply this at CloudGuard and how you think about leading commercial teams in a high-growth security business.

CloudGuard is an equal opportunities employer. We are committed to building a diverse and inclusive team and welcome applications from all backgrounds.

Applications that do not meet these criteria will not be progressed.