Founding Sales Lead, Regulated Industries (Europe)
Alinia AI
Sales & Business Development
Barcelona, Spain
Posted on Mar 17, 2026
Founding Sales Lead, Regulated Industries (Europe)
Barcelona • Europe • Valencia
Sales and GTM
Hybrid
Full-time
About Alinia
Alinia is building the compliance infrastructure for AI Agents.
Our mission is to enable safe and compliant deployment of AI Agents in regulated industries, worldwide. Through our Guardrails Platform, we provide runtime control, auditing and regulatory compliance for agentic systems operating at scale —ensuring AI adheres to business policies and regulatory requirements in the most critical environments.
Our Investment Guard is one example of how we help financial institutions deploy AI responsibly, without compromising on speed or innovation.
Alinia was founded by Ari and Carlos, who previously led the ML platform at Twitter and LLM governance at Hugging Face. We are backed by leading venture funds in enterprise and financial innovation, and Santander Group is our flagship enterprise customer in financial services.
We are now expanding in the United States and are looking for our first GTM and Sales leader to help define how regulated enterprises adopt AI agents—safely and at scale.
Your Role
This is a founding Sales role for a hands-on leader who wants to build something from the ground up.
Reporting to and working very closely with the COO, you will own the entire go-to-market and sales motion in the EMEA region, and more specifically in Spain, France, UK initially. From an industry vertical dimension, your focus will be on financial services and other regulated industries (e.g. insurance). You will be responsible for everything from sharpening our positioning and defining ICPs to building pipeline, running enterprise sales cycles, and closing multi-six-figure and seven-figure deals.
Early on, no task is too small. You will lead sales calls, refine messaging, decide which events matter, and personally close our most important customers. Over time, you will scale what works—building the EMEA sales team, processes, and playbooks to support sustained growth.
You bring a strong point of view on LLMs, AI Agents, compliance, and governance, allowing you to engage credibly with technical, compliance, and executive stakeholders and act as a trusted advisor to customers navigating this new frontier.
What You'll Do
- Own the full enterprise sales cycle in EMEA, from qualification and account mapping through negotiation and close, across financial and regulated major enterprise accounts.
- Build trusted relationships with senior stakeholders, including C-level executives, positioning Alinia as a strategic partner for responsible AI, governance and agentic compliance.
- Drive new business and expansion by identifying high-impact use cases, running tailored demos, and articulating Alinia’s differentiated value in compliant AI deployments.
- Collaborate closely with the founders, Product, and Research teams to ensure customer insights directly inform product direction and roadmap.
- Represent Alinia at industry events, conferences, and executive forums; help establish our thought leadership in AI compliance and governance.
- Design and host executive dinners, workshops, and Alinia-sponsored events to deepen relationships and build market presence.
- Contribute directly to revenue growth and long-term customer success across Europe.
What We’re Looking For
- 6+ years of hands-on sales experience, ideally in enterprise B2B SaaS, regulated verticals, AI infra, compliance-related products.
- Solid technical understanding of AI, LLMs, and enterprise deployment architectures (e.g. VPC air-gap).
- Proficiency in English and Spanish.
- Experience and passion partnering with technical Founders to close large enterprise deals as a well-funded, early-stage startup. Ideally, proven ability to close first 3-5 enterprise customers for at least one early stage startup.
- Exceptional at building relationships with customers and key stakeholders.
- Exceptional storytelling and communication skills, making AI compliance & governance tangible and compelling for executives.
- Entrepreneurial mindset: comfortable with ambiguity, motivated by ownership, and excited to shape a category-defining company.
- Based in Europe, ideally Spain, France or UK, with willingness to travel as needed.
What We’re Looking For
- Proven ability to close complex (enterprise) deals and grow accounts over time, partnering with founders and key team members.
- Demonstrated success in shortening enterprise sales cycles through effective deal strategy.
- Deep understanding of land-and-expand, consumption-based sales models.
- Professional proficiency in French (Portuguese, Dutch, German, Italian are positive factors as well).
- Background in financial regulation or compliance.
- Experience applying structured sales methodologies (e.g. MEDDPICC, account planning, value selling) with disciplined forecasting.
- Prior experience selling or building products in generative AI or agentic systems.
Why Join Alinia
- Be the first Sales hire in Europe and define how enterprise AI compliance is sold in the region.
- Work directly with founders and a world-class team from Twitter, IBM, Hugging Face, and Sony AI.
- Help shape a new category at the intersection of AI innovation and regulation.
- Competitive compensation, meaningful early equity, and flexibility for high performers.
To apply, submit your resume, and a brief cover letter explaining why you are the perfect fit for this role.
Req ID: R10
