Account Executive

Unicorn; Paris; Sur place; GBP 70 000 - 110 000; Plein temps

Résumé du poste

Unicorn is seeking an Account Executive focused on Growth for Northern Europe (UKI, Nordics, NL). You will run full sales cycles, engage high-level security leaders, and build a robust pipeline with MEDDIC/MEDDPICC in a fast-growing cybersecurity context.

The role reports to the Sales Manager for Northern Europe and involves direct customer engagement across the region, with travel up to 25%. Location may be UK/NL via EOR or Paris-based CDI depending on assignment.

Qualifications

• 3+ years of software or sales development experience.
• Demonstrated quota achievement in building a pipeline from scratch.
• Experience managing multi-stakeholder sales cycles (procurement, legal, security).

Responsabilités

• Identify and engage enterprise prospects through outbound hunting.
• Run full sales cycle from prospecting to close with a hunter mentality.
• Demonstrate products to C-suite and security stakeholders.
• Engage CISOs, CTOs, AppSec leads with tailored messaging.
• Build a structured pipeline using MEDDIC/MEDDPICC.
• Forecast accurately and maintain pipeline discipline at each stage.
• Collaborate with SEs, CS, and leadership to drive expansion.

Connaissances

Outbound prospecting

Pipeline management

MEDDIC/MEDDPICC

Executive communication

Multi-stakeholder sales

English fluency

Outils

Salesforce CRM

LinkedIn Sales Navigator

Description du poste

Our client is a global cybersecurity scale-up. The company is based in Paris, London, New York City, and Boston.

Among the client's early investors who saw its market value proposition are the co-founder of GitHub, Scott Chacon, along with Solomon Hykes, Docker's co-founder. American and European top-tier VC firms have also invested in the company, which raised its Series C in early 2026.

Our client helps enterprises close credential-based breach paths. It finds secrets wherever they live, prioritizes remediation based on rich context, and prevents new exposure across code, systems, and AI. The platform is already used by more than 600K developers worldwide and by 50 of the Fortune 500!

About the team:

Their typical customers are companies with hundreds to thousands of developers leveraging SaaS applications, cloud infrastructures, or internal microservices, and are mature on DevOps and cloud adoption.

Their products are used by different teams: Software Development and Ops, Application Security, and Threat Response. Buying decisions come from CISOs, CTOs, and Directors of Security.

Our client is looking for an Account Executive focused on the Growth segment (companies with less than 400 developers), to cover Northern Europe (UKI, BNLX, Nordics). This role is designed for disciplined sellers who execute consistently, build lasting customer relationships, and contribute to the maturity of the client's growing European sales organization.

The successful candidate will join an EMEA Sales team composed of Account Executives covering the region, Sales Engineers, and Account Managers. The team is international, highly technical, and operates primarily in English. The role reports to the Sales Manager for Northern Europe.

Note: Employment in the UK or the Netherlands will be done through their EOR partner, otherwise a Paris-based location will be a full-time CDI contract.

The Mission:

• Identify, engage, and build rapport with enterprise prospects through outbound hunting.
• Run the full sales cycle from prospecting to deal close, with a strong hunter mentality.
• Understand and demonstrate the products to prospects and key stakeholders.
• Engage high-level security professionals such as CISOs, CTOs, AppSec leads, VPs of Engineering with tailored, credible messaging.
• Build a structured pipeline using modern sales tools and a rigorous qualification methodology (MEDDIC/MEDDPICC).
• Forecast responsibly and maintain strong pipeline discipline at every stage of the cycle.
• Partner closely with Sales Engineers, Customer Success, and leadership to drive expansion within enterprise accounts over time.

About You:

• Professional speaking level of English (Dutch, Swedish or French is a plus!)
• Demonstrated success as an Account Executive in a DevOps and/or AppSec environment.
• At least 3 years of software or sales development experience, with a track record of managing complex, multi-stakeholder sales cycles including procurement, legal, and security review.
• Demonstrated quota achievement track record and the ability to build a pipeline from scratch in a new or emerging territory.
• Mastery of sales fundamentals: discovery, multi-threading, mutual action plans, and commercial negotiation.
• Strong communication skills: clear and credible with executive audiences.
• A willingness to travel (up to 25%).
• Proficiency with MEDDIC or MEDDPICC sales frameworks.