Director of MSSP Sales, EMEA

Job description

At ExtraHop, we’re on a mission to protect and empower the connected enterprise. We reveal what is happening in the very infrastructure that sustains businesses, lives, and communities, and ensure the integrity of networks, data, systems, and processes. Organizations rely on ExtraHop to provide visibility into the cyber threats, vulnerabilities, and network performance issues that evade their existing security and IT tools. With this insight, organizations can investigate smarter, stop threats faster, and keep operations running. Our mission is fueled by a profound social and moral responsibility to be the best at what we do, ensuring a secure world where everyone can thrive. If this sounds like a place you’d like to spend the next chapter of your career, we’d love to hear from you. The Director, MSSP Sales, EMEA will architect, build, and scale ExtraHop’s dedicated MSSP and MDR business across EMEA. As ExtraHop continues to dominate the Network Detection and Response (NDR) space, this leader will transform how managed service providers leverage the Reveal(x) platform to deliver high-fidelity threat detection and response to their end customers. You will own the entire lifecycle of the MSSP relationship: from strategic partner acquisition and commercial modeling to technical enablement and co-selling execution **Key Responsibilities** **Strategy & Commercial Modeling:** - **Define the Go-To-Market (GTM):** Design and execute a comprehensive EMEA strategy specifically targeting top-tier MSSPs and MDR providers. - **Structure MSSP Frameworks:** Collaborate with Finance, Product, and Operations to design scalable, competitive commercial models (e.g., consumption-based pricing, multi-tenant licensing, pay-as-you-grow, and subscription models). - **Value Proposition:** Refine ExtraHop's messaging to clearly articulate how our platform reduces MSSP analyst burnout, lowers mean time to resolution (MTTR), and increases partner margins. **Partner Acquisition & Revenue Generation:** - **Pipeline Ownership:** Directly hunt and secure predictable, recurring revenue streams by embedding ExtraHop Reveal(x) into the core tech stacks of major MSSPs - **Co-Sell & Sell-Through:** Drive both "sell-to" (the MSSP's own infrastructure) and "sell-through/with" (leveraging the MSSP's sales force to pull ExtraHop into enterprise accounts) revenue streams. - **Executive Relationships:** Build deep, trust-based relationships with C-level executives (CEOs, CISOs, CTOs) within the target MSSP ecosystem. **Cross-Functional Leadership & Enablement:** - **Team Building:**Act as a player-coach initially, with the mandate to recruit, hire, and lead a high-performing team of MSSP Account Managers and Channel Solutions Architects as the business scales. - **Enablement Ecosystem:**Partner with ExtraHop Technical Marketing and Sales Enablement to build specialized onboarding, technical training, and co-marketing (MDF) programs tailored for MSSPs. - **Product Feedback Loop:**Act as the voice of the MSSP partner internally, providing feedback to Product Management regarding multi-tenancy, API integrations, and reporting capabilities. **Required Qualifications** ● 10+ Years in Cybersecurity Sales: A proven track record of selling enterprise-grade security software (preferably NDR, EDR, SIEM, or XDR). ● 5+ Years of Dedicated MSSP/MDR Leadership: Direct experience owning, scaling, and structuring deals with major MSSPs (e.g., Optiv, Secureworks, Verizon, Deloitte, Expel). ● Proven "Zero-to-One" Success: Experience building a new route-to-market, division, or partner program from scratch within an established tech company. ● Complex Commercial Structuring: Deep familiarity with usage-based, multi-tenant, and utility pricing models. **Preferred Qualifications** ● High Technical Acumen: Ability to speak authoritatively with MSSP SOC Directors and CTOs about architecture, APIs, and integration ecosystems. ● Strong Operational Discipline: Ability to accurately forecast revenue based on a partner led managed service sales motion rather than direct to customer sales motion. ● Gravitas & Influence: Exceptional communication skills with the ability to navigate complex, multi-party enterprise deal cycles. **ABOUT EXTRAHOP** ExtraHop is reinventing Network Detection and Response (NDR) to offer enterprises unparalleled visibility, context, and control against emerging threats. The platform integrates NDR with Network Performance Management (NPM), Intrusion Detection Systems (IDS), and forensics, providing a single, comprehensive solution. By decrypting and analyzing complete packet-level data at wire speed and leveraging cloud-scale machine learning, ExtraHop empowers Security Operations Centers (SOCs) to detect, investigate, and remediate modern cyber risks in real time across their entire hybrid infrastructure, including data center, cloud, and SASE environments. This comprehensive approach and market innovation have earned ExtraHop unique recognition as the only NDR vendor acknowledged as a leader by all major analyst firms, including the 2025 Gartner® Magic Quadrant for Network Detection and Response™, the 2025 Forrester® Wave for Network Analysis and Visibility, the 2024 IDC® Marketscape for NDR, and the 2025 Gigamon® Radar Report for Network Detection and Response. Since 2007, ExtraHop has consistently helped organizations worldwide extract in-depth network telemetry and contextual insights, affirming its commitment to protecting and empowering the connected enterprise. **OUR VALUES** Our culture is rooted in our five **Values**. These set the expectations for how we work individually and collectively as a team. **Lead with Purpose:** We are driven to deliver results that create a positive impact for our customers, partners, and colleagues. **Act with Integrity:** We operate with transparency, authenticity, and always in the best interest of the company. **Find a Way:** We are resourceful, tackle hard problems with a sense of urgency and ownership, and do what it takes to get the job done. **Innovate:** We listen to customers, partners, and the market, and respectfully push boundaries and challenge the status quo. **Share Success:** We run together, we win together. We value diverse perspectives, hold space for all voices, and achieve the best results as a team. **BENEFITS** **Employees' wellbeing is top of mind for the ExtraHop team.** Employees and their families will have the option to participate in the following benefits: - Health, Dental, and Vision Benefits - Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time - Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan - FSA and Dependent Care Accounts + EAP, where applicable - Educational Reimbursement - 401k with Employer Match or Pension where applicable - Pet Insurance (US Only) - Parental Leave (US Only) - Hybrid and Remote Work Model Our people are our most important competitive advantage, leading the charge against cyber criminals. Join the fight today! **To learn more, visit**[**our website**](https://www.extrahop.com/) **or follow us on** [**LinkedIn**](https://www.linkedin.com/company/extrahop-networks/)**.** **Create a Job Alert** Interested in building your career at ExtraHop? Get future opportunities sent straight to your email.