• Developing business with current customers and new customers in all the product groups, building the GEM brand and supporting the mission of being “the microsurgeon’s most trusted resource.” • Supporting local, regional, and national trade shows and sales meetings • Calling on prospective customers, providing technical and administrative product information and/or demonstrations • Maintaining effective relationships with customers and gain their trust and respect; is dedicated to meeting the expectations and requirements of internal and external customers • Monitoring sales against forecasts and participating in the determination of market potential for the territory. • Coordinating with hospital administration, supply chain management, materials management, and purchasing • Providing feedback to immediate supervisor and marketing personnel for the development of marketing programs, recommended products and product line revisions as well as pricing changes

Role Description Yubico is seeking an experienced Vice President of Sales to lead our UKI, Nordics & MEA enterprise business. This is a true player-coach leadership role. Approximately 70% of your time will be focused on leading, developing, and scaling a high-performing sales organization, while 30% will be dedicated to executive sponsorship and direct involvement in strategic enterprise opportunities. We are looking for a leader who enjoys building successful teams but remains close to customers, actively supports major deals, and leads from the front. Reporting to global sales leadership, you will own regional revenue performance, drive go-to-market strategy, and help accelerate the adoption of Yubico's market-leading security solutions across enterprise customers, partners, and resellers throughout the region. Tasks & Responsibilities - Lead, coach, and develop a team of Sales Directors and Account Executives, fostering a culture of accountability, collaboration, and high performance. - Own and exceed regional revenue targets across the UKI, Nordics & MEA markets. - Develop and execute go-to-market strategies that drive customer acquisition, expansion, and long-term growth. - Act as executive sponsor on complex, multi-million-dollar enterprise opportunities, building trusted relationships with CIOs, CISOs, CTOs, and other senior stakeholders. - Expand and strengthen relationships with enterprise customers, strategic partners, and technology resellers to increase market penetration and revenue growth. - Drive sales excellence through disciplined pipeline management, accurate forecasting, and adoption of scalable sales methodologies. - Partner closely with Marketing, Product, Customer Success, and other cross-functional teams to align on customer needs, market opportunities, and business objectives. - Identify and develop new growth opportunities, including partner-led and B2B2C motions that extend Yubico's reach and impact. Qualifications - 10+ years of enterprise technology sales experience, including significant leadership responsibility. - A proven track record of recruiting, developing, and retaining high-performing sales teams. - Experience leading managers and senior individual contributors within a complex enterprise sales environment. - Demonstrated success personally influencing and closing large, strategic enterprise deals. - A strong track record of consistently achieving and exceeding multi-million-dollar revenue targets. - Deep understanding of cybersecurity, Identity & Access Management (IAM), Governance, Risk & Compliance (GRC), or related technology markets. - Experience driving growth through channel partners, resellers, and strategic alliances. - The ability to establish credibility as a trusted advisor with executive stakeholders. - Confidence engaging in both business and high-level technical conversations with CIOs, CISOs, CTOs, and other senior decision-makers. - Excellent communication, presentation, and coaching skills. - A hands-on leadership style with the ability to seamlessly move between strategic leadership and direct customer engagement. Benefits - Freedom and Flexibility: Work 100% from home or choose a hybrid/onsite model. - Yubico Values: Open space for employee voices, fostering inclusion and community. - Social Connection: Opportunities to connect with the team through celebrations and Slack communities.

• Support Solutions Architects in the pre-sales process, carrying out activities that bridge technology and business • Execute proofs of concept (PoCs), technical demonstrations and workshops • Contribute to the development and preparation of technical proposals • Actively participate in customer interactions, helping to convey technical value and confidence • Attend customer meetings alongside the Solutions team • Prepare and configure Sensedia environments for presentations and PoCs • Develop technical artifacts (e.g., APIs) for proof-of-concept scenarios • Perform hands-on demonstrations of Sensedia solutions • Prepare presentation materials and technical proposal documents

• The on-field captain: You don’t lead from a distance. You are active in the market, lead by example, and ensure opportunities turn into closed deals. • Pioneering & expansion: You will start with an existing team to penetrate the Zurich market while continuing to build and scale your team. • Lead by example: During the build-up phase you will also close deals yourself to understand the process firsthand. • In the thick of it: After the build-up phase, you are responsible for achieving the team’s targets. • Structure & sales craft: You organize the week, run 1:1s and roleplays, and help remove obstacles quickly. • Know your numbers: You know your team members’ key metrics and actively manage performance against them. • Motivation & performance: You design team challenges, strengthen the sales culture, and ensure everyone continuously improves and develops.