Principal HR Business Partner – EMEA Sales & Go To Market

Overview

As Principal HRBP for Europe Go-to-Market, you advise senior leaders and translate GTM strategy into a practical people plan. You will lead org design, headcount governance, and talent initiatives across Europe Sales, Channel, Sales Engineering, and MSP & Tech Alliances, balancing global standards with local needs. You handle complex ER, performance, and rewards decisions with hands-on ownership, shaping initiatives that enable growth in a fast-paced cybersecurity software environment. You will partner with cross-functional leaders and act as the people expert in a pivotal, autonomous role. Your work supports a high-impact GTM function and strategic change across regions.

Pay / Benefits

• base salary plus benefits
• incentive plans potential
• hybrid work model (2 days in office)
• equal opportunity employer
• focus on inclusion and diversity

Responsibilities

• Translate Europe GTM strategy into a concrete people plan with the SVP Europe GTM
• Lead the global people agenda for Sales Engineering and MSP & Tech Alliances across regions
• Collaborate with Finance and Sales Ops on workforce planning and territory changes
• Support due diligence and change management for acquisitions and restructures affecting European GTM
• Own end-to-end headcount governance and position management, ensuring funded positions
• Maintain audit-ready HRIS data and reconcile headcount plans with Finance and Sales Ops
• Manage goal-setting, performance review, and promotion cycles for GTM client groups
• Partner on sales compensation design, quota setting and incentive disputes
• Coach GTM leaders to build high-performing, psychologically safe teams
• Lead employee relations cases and guide restructuring with relevant legal partners
• Use data to diagnose issues, influence leadership decisions, and promote AI adoption in HR workflows

Key requirements

• Extensive HRBP experience in quota-carrying, customer-facing functions within tech/SaaS
• Proven ability to influence VP/C-suite stakeholders and operate with limited oversight
• Experience across multiple GTM functions and countries, balancing global and local practices
• Practical understanding of sales compensation mechanics and metrics for revenue teams
• Hands-on HRIS ownership and data governance (e.g., Workday)
• Strong employment law knowledge in UK and at least one other European jurisdiction
• Ability to navigate change, organisation design, and transformation end-to-end
• Excellent cross-border relationship-building with senior leaders and local partners
• Interest in leveraging AI and modern HR tools to improve workflows

• Strategic influence
• Constructive challenge of senior leaders
• Stakeholder management across regions
• HRIS data governance (Workday)
• Sales compensation design and interpretation
• Performance management and calibration

…