Account Executive EMEA

Refractal

Greater London

On-site

GBP 70,000 - 130,000

Full time

8 days ago

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Benefits offered by this job

Visa and relocation support

Private medical and dental cover

Pension contribution

Competitive equity

20% commission on sales

Job summary

Refractal, an AI security company, seeks a customer-facing role across EMEA to manage the full sales cycle for its cybersecurity product. You will build relationships, articulate business value, and tailor approaches to regional markets to drive new business.

You will lead discovery with security, technical and business stakeholders, shape demonstrations, and advance opportunities from initial interest to signed contracts, while managing pipeline and forecasting robustly.

Qualifications

Experience managing the full sales cycle for technically complex B2B software.
Ability to engage security and technical stakeholders and explain product value.
Experience navigating buying processes across multiple EMEA markets.
Strong discovery, qualification and negotiation skills.
Disciplined pipeline management and forecasting.

Responsibilities

Develop focused account strategy across agreed EMEA markets.
Lead discovery with security, technical and business stakeholders.
Shape demonstrations and evaluations with technical colleagues.
Manage opportunities through business case development, procurement, negotiation and close.
Coordinate regional partners and maintain opportunity records and forecasts.

Skills

Full sales cycle

Security stakeholder engagement

EMEA market experience

Discovery & negotiation

Pipeline forecasting

Job description

About Refractal

Refractal is an AI security company building the infrastructure organisations need to defend against autonomous AI threats. 2026 has shown that generally capable intelligence is here. The challenge now is modernising security to stop AI-enabled threats, whether they come from internal agents going rogue or from attackers using AI to become more dangerous.

Refractal was founded on cybersecurity and AI expertise from MIT, Microsoft, NASA and the U.S. Navy. Our product lets organisations detect AI-enabled threats at low cost without sacrificing detection quality. We take a practical approach to AI risk, combining proven cybersecurity methods with frontier AI security research.

Today, we work with governments and organisations that can't afford to get security wrong. We're backed by leading deep-tech and cybersecurity investors and are growing the team to deliver on this mission.

The role

You'll build customer relationships and win new business for Refractal across EMEA. You'll manage the full sales cycle for a technically complex cybersecurity product, building a clear business case for each customer and adapting your approach to each market.

What you'll do

Develop a focused account strategy across agreed EMEA markets, prioritising organisations with relevant security needs and building opportunities through targeted prospecting and relationship development.
Lead discovery with security, technical and business stakeholders to understand the problem, its impact, the decision process and what would justify a purchase.
Work with technical colleagues to shape demonstrations and evaluations around agreed customer outcomes, keeping requirements, responsibilities and next steps clear throughout.
Manage opportunities through business case development, procurement, negotiation and close, adapting to the stakeholders and purchasing practices involved in each market.
Assess where regional partners can help reach or support customers, coordinate relevant relationships and maintain accurate opportunity records and forecasts.

Success in your first six months

You've built a qualified pipeline in agreed markets, with credible customer needs, identified decision-makers and clear next steps for each opportunity.
You've won new business against agreed commercial targets and can explain what helped customers reach a purchasing decision.
You've established a repeatable approach to account prioritisation and shared actionable feedback on market differences, customer objections and where partners add value.

About you: essential

Experience managing the full sales cycle for technically complex B2B software, with evidence of winning business through consultative selling.
Ability to engage security and technical stakeholders, learn the product deeply and explain its value accurately.
Experience navigating buying processes across multiple EMEA markets and adapting your approach to different customer contexts.
Strong discovery, qualification and negotiation skills, including coordinating several stakeholders through a purchasing decision.
Disciplined pipeline management and forecasting, with clear communication about progress, risks and the support needed.

Nice to have

Experience selling cybersecurity products or working with security teams as buyers.
Experience working with regional channel, referral or other commercial partners.
Additional language skills relevant to EMEA markets, or familiarity with AI security challenges.

Our values

Radical transparency. We believe the best work happens when everyone feels able to give and receive honest, constructive feedback.

Public service. We see AI security as a form of public service. Getting the AI transition right means putting the right infrastructure in place to manage the threats that come with it, and our work helps protect the institutions and services society depends on.

Fail fast. We test ideas early, seek feedback and learn quickly. We experiment rapidly and change course when something isn't working, without compromising on security.

Pragmatism, not dogmatism. We choose approaches based on how well they solve the problem. That means combining established cybersecurity methods with frontier AI research, questioning our assumptions, and changing our minds when the evidence changes.

Compensation and benefits