Account Executive

Qalea; Barcelona; Híbrido; EUR 40.000 - 70.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Competitive base plus uncapped commission

26 days of vacation

Gympass for fitness

Team celebrations

Continuous learning opportunities

Descripción de la vacante

Qalea, a fast-growing cybersecurity startup in Barcelona, is seeking an Account Executive to drive revenue and shape the sales organization. This role will involve closing deals, working alongside a dedicated BDR team, and influencing the company's growth trajectory from day one.

The ideal candidate has proven experience in B2B SaaS sales, thrives in a high-growth environment, and possesses strong technical aptitude. We offer competitive compensation, flexibility for remote work, and a vibrant team culture.

Formación

• 2+ years as a quota-carrying AE in B2B SaaS or tech sales.
• Proven ability to build pipeline from scratch.
• Quickly understand technical concepts and communicate with IT leaders.

Responsabilidades

• Close deals from discovery to close.
• Prospect new accounts beyond BDR leads.
• Collaborate with BDRs on targeting and strategy.

Conocimientos

Quota carrying experience

Pipeline building

Technical aptitude

Mid-market expertise

Closing skills

CRM and sales automation

Solution-oriented mindset

Herramientas

HubSpot

Descripción del empleo

About Qalea

Qalea is a fast‑growing, early‑stage cybersecurity startup on a mission to make digital security intuitive and accessible for every business. We have built a platform that prioritises simplicity, usability, and real impact at the core of cybersecurity. We have raised 1.5 M € and are backed by top‑tier investors, including cybersecurity unicorn founders and leading venture‑capital firms. We are proud members of the Google for Startups AI‑Cybersecurity program.

Mission

We’re looking for an Account Executive to be an early pillar of a sales team that’s just hitting its stride. You’ll own deals from first qualified conversation to closed‑won, driving revenue and shaping how we sell. The role offers a rare window to influence our entire sales organisation from day one.

What You'll Do

• Close Deals: Take qualified opportunities from our BDR team and drive them to close, running discovery calls, delivering demos, handling objections, negotiating contracts, and landing deals.
• Go Beyond the Quota: In addition to the BDR pipeline, you’ll prospect your own accounts, run outbound, and treat over‑achievement as the baseline.
• Work Hand in Hand with the BDRs: Collaborate closely with our three‑person BDR team on quality, alignment, and strategic targeting.
• Get Technical, Fast: Sell cybersecurity and compliance to technical buyers, learning quickly about ISO 27001, ENS, NIS2, DORA, ISO 42001, and related topics, and earning the trust of CISOs, IT Directors, and security teams.
• Own the Funnel in HubSpot: Maintain impeccable CRM hygiene for accurate forecasting and data visibility.
• Feedback Loop and Product Growth: Continuously improve our demo flow, refine our Ideal Customer Profile, and provide market insight to the Product team.
• Help Shape the Sales Playbook: Work with the CEO and team to refine GTM strategy, pricing, and collateral, documenting best practices for future hires.

Must‑Haves

• Proven AE Experience: 2+ years as a quota‑carrying AE in B2B SaaS or tech sales, consistently meeting or exceeding quota.
• Hunter Mentality: Build pipeline from scratch, open doors cold, and create your own opportunities without waiting to be fed.
• Strong Technical Aptitude: Quickly understand technical concepts and speak credibly with CISOs, IT leaders, and engineers.
• Mid‑Market Expertise: Comfortable with deal sizes of 10 k€ to 50 k€ and the nuances of selling to mid‑size organisations (50–200 employees).
• Proven Closer: Own deals from discovery to close, run demos, handle objections, negotiate contracts, and create urgency.
• CRM and Sales Tools: Deep knowledge of modern sales tools, especially HubSpot, and use automation to keep the pipeline clean.
• High‑Growth Startup DNA: Thrive in ambiguity, build playbooks instead of waiting for structure, and drive fast iteration.

Cultural Fit

• Solution‑Oriented: Bring solutions, not problems, and proactively overcome blockers.
• Accountability: Create clarity rather than expecting others to; embrace responsibility and ownership of results.
• Ownership Mindset: Autonomous, decisive, and lead with confidence.
• Collaboration: Work seamlessly with BDRs, Product, and the CEO, give respectful feedback, and receive it with humility.
• Communication: Native Spanish fluency and professional English fluency are mandatory.

Nice‑to‑Have

• Prior BDR experience, understanding of the full funnel.
• Experience in cybersecurity, compliance, or InfoSec.
• Experience in early‑stage startups (seed to Series A).
• Familiarity with AI‑driven or technical products.

What's in It for You?

• Uncapped Earnings: Competitive base plus aggressive, uncapped commission. Top performers can exceed OTE.
• Get In Early on a Rocket: Join an early‑growth sales org; your success scales with the company.
• Flexibility: Office‑first culture with options for 1–2 remote days per week or full remote during summer and Christmas.
• Team Culture: Supportive team, celebrate wins, from offsites to team lunches.
• Enticing performance bonuses; we won’t let your dedication and results go unnoticed.
• Extra days of vacation: 26 days total (23 vacation days plus birthday, Dec 24th & 31st).
• Remote working in summer and Christmas to visit family or other places.
• Gympass included to support fitness and well‑being.
• Impact: be part of our startup journey early, playing a key role in our growth.
• Free fresh fruit every day to care for your health.
• Discount at Nora food, with daily menu deals.
• Cool corner office in beautiful Barcelona in Poblenou, surrounded by a thriving tech scene.
• Continuous learning: mentoring, coaching, workshops, and opportunities to attend SaaS conferences.
• Team gatherings and celebrations; we love to build connections and celebrate achievements together.
• Collaborative culture fostering hard work, teamwork, transparency, and respect.

Recruitment Process

• Stage 1: Phone Screen (15 mins): quick check on experience, location, and expectations.
• Stage 2: Sales Deep Dive (45 mins): explore your deals, numbers, and why Qalea.
• Stage 3: Live Role‑Play (45‑60 mins): simulated discovery call and objection handling; we want to see how you sell, listen, and think.
• Stage 4: Cultural Fit with the CEO (30 mins): final conversation to align fully before making it official.
• Timeline: 2–3 weeks from first call to offer.

Ready to shape the future of cybersecurity?