Account Executive

Harfanglab; Italia; Remote; EUR 40,000 - 60,000; Full time

Benefits offered by this job

Remote-first position in Italy

Onsite onboarding in Paris and HQ site

20 days paid vacation per year

Training and certifications access

Job summary

HarfangLab, a French cybersecurity scale-up, seeks an Account Executive for Italy to drive new revenue and expand our presence in Milan or Rome. You will collaborate with sales, pre-sales, marketing, and customer teams to close opportunities with end customers and partners.

The role demands deep cybersecurity sales experience, channel leadership, and a proven ability to win new accounts in Italy. Remote-first with travel across Italy is expected.

Qualifications

• 10+ years of cybersecurity sales experience.
• Proven ability to open and develop new accounts in the Italian market.
• Experience selling directly to customers and through channel partners.
• Strong understanding of complex B2B sales cycles.
• Fluency in Italian and professional English.
• Based in Milan or Rome with ability to travel across Italy.

Responsibilities

• Build and execute a territory plan for the Italian market.
• Identify, qualify, and progress new business opportunities.
• Convert opportunities generated by the SDR while conducting your own prospecting activities.
• Develop relationships with key decision-makers across enterprise, mid-market, and public sector organisations.
• Manage the full sales cycle, from discovery to contract signature.
• Work closely with Pre-Sales Engineers during demonstrations, evaluations, and proof-of-concepts.
• Develop and manage relationships with MSSPs, resellers, and strategic partners.
• Collaborate with Marketing on local initiatives and events.
• Represent HarfangLab at cybersecurity conferences, partner events, and industry gatherings across Italy.
• Maintain accurate forecasting and pipeline management within Salesforce.

Skills

New business acquisition

Sales cycle management

Channel partnerships

Salesforce

Italian fluency

English proficiency

Territory planning

Travel flexibility

Tools

Salesforce

Job description

HarfangLab is a French cybersecurity scale-up developing a unified platform powered by a single lightweight agent and AI built for cybersecurity. Continuously enhanced through R&D, our portfolio includes EDR (Endpoint Detection and Response), EPP(Endpoint Protection Platform), ASM (Attack Surface Management), ITDR(Identity Threat Detection and Response), and Email Security, with the latter two joining the platform in 2026. Together, these solutions detect and neutralize threats across endpoints, servers, identities, and email environments. Our engines, models, and algorithms identify abnormal behaviour, generate security alerts, and block malicious activity.

Founded in 2018, HarfangLab has earned strong industry recognition: its EDR was the first to be certified by ANSSI in 2020, the first to obtain ANSSI qualification in 2025, and the first EDR to receive BSI certification in Germany. We also joined the French Tech 2030 programme, alongside 80 innovative French companies, as cyber resilience becomes a strategic priority for Europe.

Backed by €30 million in funding, we have grown from 40 employees in 2023 to 140 today and expanded internationally across Europe.

HarfangLab now protects the endpoints of more than 1,000 clients across all sectors, including CAC 40 industrial companies, government entities, SMEs, hospitals, and local authorities. Driven by a strong collective spirit and international ambitions, we remain committed to our original mission: protecting organizations against increasingly complex cyber threats while enabling them to retain full control over their data.

Why are we hiring?

Italy is a key market in HarfangLab’s European growth strategy, and we are investing to accelerate our development in the region.

To support this ambition, we are looking for an experienced Account Executive based in the Milan or Rome area who will be responsible for developing new business opportunities and expanding HarfangLab’s presence across the Italian market

What will you do with us?

As our Account Executive for Italy, you will collaborate closely with our sales representative in Milan and our Paris-based Sales, Pre-Sales, Marketing, and Customer teams.

Your mission will be to generate net new revenue and close new business opportunities by promoting HarfangLab's cybersecurity solutions to both end customers and local partners.

Your mission will be to generate net new revenue and close new business opportunities by promoting HarfangLab’s cybersecurity solutions to both end customers and local partners.

Your responsibilities will include:

• Building and executing a territory plan for the Italian market,
• Identifying, qualifying, and progressing new business opportunities,
• Converting opportunities generated by the SDR while conducting your own prospecting activities,
• Developing relationships with key decision-makers across enterprise, mid-market, and public sector organisations,
• Managing the full sales cycle, from discovery to contract signature,
• Working closely with Pre-Sales Engineers during demonstrations, evaluations, and proof-of-concepts,
• Developing and managing relationships with MSSPs, resellers, and strategic partners,
• Collaborating with Marketing on local initiatives and events,
• Representing HarfangLab at cybersecurity conferences, partner events, and industry gatherings across Italy,
• Maintaining accurate forecasting and pipeline management within Salesforce.

About you

Hard Skills

• 10+ years of experience in cybersecurity sales, ideally involving endpoint security, detection and response, threat intelligence, or related security solutions.
• Demonstrated success in new business acquisition and exceeding sales targets,
• Proven ability to open and develop new accounts in the Italian market,
• Experience selling both directly to customers and through channel partners,
• Strong understanding of complex B2B sales cycles,
• Experience working with enterprise and mid-market customers,
• Proficiency with Salesforce or similar CRM platforms,
• Native-level fluency in Italian and professional proficiency in English,
• Spanish or another European language is a plus.
• Based in the Milan or Rome area, with the ability to travel across Italy when required.

Soft Skills

• Strong interpersonal skills and relationship-building abilities,
• Excellent communication and negotiation skills,
• Entrepreneurial mindset with a proactive approach to business development,
• Autonomous and highly organised,
• Curious and eager to learn in a fast-growing cybersecurity environment,
• Team player who enjoys collaborating across functions and countries,
• Resilient and comfortable operating in a scale-up environment.

About Us

Compensation package

• Fixed salary: €40,000 to €60,000 gross per year depending on experience,
• Variable compensation: €40,000 to €60,000 based on performance and objectives,

Additional benefits include:

• Remote-first position based in the Milan or Roma area,
• One-week onboarding in Paris and regular visits to our headquarters,
• 20 days of paid vacation per year,
• Access to training, certifications, and industry events.

Recruitment Process

1: Introductory call – A first conversation to get to know you, understand your career goals, and answer your initial questions.

2: Interview with the Regional Sales Manager – A video meeting to dive deeper into your background, skills, and how they match the role.

3: Case study - A short business exercise to complete at home.

4: Onsite interview to meet your future colleagues.

4: Final HR video meeting to assess your soft skills and motivations.