EMEA AI Security Solutions Executive

Refractal Ltd; Greater London; Hybrid; GBP 70,000 - 130,000; Full time

Benefits offered by this job

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

Job summary

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.

Responsibilities

• 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.

Skills

Full sales cycle

Consultative selling

Stakeholder engagement

Forecasting

Pipeline management

Education

Bachelor's degree in business/related field

Tools

Salesforce

Job description

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.