Account Executive EMEA

Refractal Ltd; Greater London; Hybride; GBP 70 000 - 130 000; Plein temps

Avantages offerts par ce poste

Salary £70,000–£130,000 base

20% commission on sales

Competitive equity to share in growth

Pension contribution

Private medical and dental cover

Visa and relocation support

Résumé du poste

Refractal Ltd. is expanding its sales team to cover EMEA, managing the full sales cycle for a technically complex cybersecurity product.

You will build relationships with security and business stakeholders, craft compelling business cases, and tailor your approach to diverse markets across the region. You will shape demonstrations, manage opportunities from discovery through close, and collaborate with regional partners to maximize pipeline and forecast accuracy.

Qualifications

• Experience managing the full sales cycle for technically complex B2B software.
• Ability to engage security and technical stakeholders, learn the product deeply and explain its value.
• Experience navigating buying processes across multiple EMEA markets and adapting your approach.
• Strong discovery, qualification and negotiation skills.
• Disciplined pipeline management and forecasting, with clear communication about progress and risks.

Responsabilités

• 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.
• 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.

Connaissances

Full sales cycle

Consultative selling

Stakeholder engagement

Forecasting

Pipeline management

Formation

Bachelor's degree in business/related field

Outils

Salesforce

Description du poste

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

• Salary: £70,000–£130,000 base

• 20% commission on sales

• Competitive equity to share in Refractal's growth

• Pension contribution

• Private medical and dental cover

• Visa and relocation support