Account executive EMEA in cybersecurity

Refractal; Greater London; On-site; GBP 70,000 - 130,000; Full time

Benefits offered by this job

Акции

Пенсия

Медицинское страхование

Виза и релокация

Job summary

Refractal ищет специалиста по продажам в области сложного B2B ПО и кибербезопасности. Вы будете развивать фокусированную стратегию аккаунтов в регионах EMEA, привлекать клиентов и вести переговоры на всех уровнях стейкхолдеров, включая технических и бизнес-руководителей.

Ключевые задачи включают создание бизнес-кейсов, демонстрации решений и управление процессом закупок, а также построение повторяемого подхода к приоритетизации рынков и взаимодействию с партнёрами.

Qualifications

• Опыт полного цикла B2B-продаж в сфере сложного ПО.
• Умение вовлекать стейкхолдеров по безопасности и технологиям.
• Опыт продаж в нескольких EMEA-рынках и адаптация под контекст клиента.
• Развитые навыкиdiscovery, квалификации и переговоров.

Responsibilities

• Разработка фокусированной стратегии аккаунтов в EMEA.
• Лидирование discovery с стейкхолдерами, формирование решения и прогноза.
• Работа с демонстрациями и оценками результата по требованиям заказчика.
• Управление сделками: бизнес-кейс, закупки, переговоры и закрытие.

Skills

Стратегия продаж

Управление аккаунтами

HVB продажа B2B

Работа с стейкхолдерами

Прогнозирование продаж

Переговоры

Работа с CRM

Tools

CRM (Salesforce)

Job description

Описание:

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.

Задачи:

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. 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.

Требования:

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. Будет плюсом: 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

Условия:

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