Account Executive USA

Refractal; New York (NY); Sur place; USD 130 000 - 190 000; Plein temps

Avantages offerts par ce poste

Salary base 130k–190k

20% commission on sales

Competitive equity

Pension contribution

Private medical and dental cover

Visa and relocation support

Résumé du poste

Refractal, a US-based AI security company, seeks a seasoned account executive to own the full sales cycle for a technically complex cybersecurity product in the US market. You will develop a US account strategy, lead discovery with security and business stakeholders, and collaborate with engineers on demonstrations to drive deals to close.

Responsibilities include building business cases, coordinating procurement and legal steps, and maintaining accurate forecasts and records to advance

Qualifications

• Experience managing the full sales cycle for technically complex B2B software.
• Experience selling to US organisations and navigating stakeholders, budget decisions and procurement steps.
• Ability to engage security and technical stakeholders, learn the product deeply and communicate its capabilities.
• Strong prospecting, discovery and negotiation skills, with persistence to move opportunities forward.
• Disciplined pipeline management and forecasting, with a collaborative approach to working with colleagues.

Responsabilités

• Develop a US account strategy, prioritising organisations with security needs and creating opportunities via outbound activity and relationships.
• Lead discovery with security, technical and business stakeholders to identify operational impact and buying conditions.
• Partner with technical colleagues on demonstrations and evaluations, agreeing success criteria and keeping work connected to buying process.
• Build customer champions and business cases, coordinating budget owners, procurement, legal and other stakeholders to move opportunities to close.
• Maintain clear opportunity records and reliable forecasts, and relay customer feedback to improve positioning and process.

Connaissances

Sales cycle management

Consultative selling

US market sales

Security stakeholder engagement

Negotiation

Forecasting

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 in the US, owning the full sales cycle for a technically complex cybersecurity product from first conversation to signed agreement.

What you'll do

• Develop a US account strategy, prioritising organisations with relevant security needs and creating opportunities through targeted outbound activity and relationships.

• Lead discovery with security, technical and business stakeholders, identifying the operational impact of their challenges and the conditions required for a purchasing decision.

• Partner with technical colleagues on demonstrations and evaluations, agreeing useful success criteria with customers and keeping the work connected to an active buying process.

• Build customer champions and business cases, coordinating budget owners, procurement, legal and other stakeholders to move opportunities through negotiation and close.

• Maintain clear opportunity records and reliable forecasts, and bring specific customer feedback to colleagues to improve positioning, qualification and the sales process.

Success in your first six months

• You've built a qualified US pipeline with clear customer problems, identified stakeholders and realistic plans for progressing each opportunity.

• You've won new business against agreed commercial targets and can explain what helped customers reach a purchasing decision.

• You've developed a repeatable approach to reaching relevant accounts and shared useful evidence about US buying dynamics, objections and competitive alternatives.

About you: essential

• Experience managing the full sales cycle for technically complex B2B software, with evidence of winning business through consultative selling.

• Experience selling to US organisations and navigating the stakeholders, budget decisions and procurement steps involved in a complex purchase.

• Ability to engage security and technical stakeholders, learn the product deeply and communicate its capabilities and limitations accurately.

• Strong prospecting, discovery and negotiation skills, with the persistence and judgement to move opportunities forward.

• Disciplined pipeline management and forecasting, plus a collaborative approach to working with technical and commercial colleagues.

Nice to have

• Experience selling cybersecurity products or working with security teams as buyers.

• Experience developing account strategies and sales practices in an early-stage company.

• Familiarity with AI security challenges, or experience selling to organisations with demanding security requirements.

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: $130,000–$190,000 base

• 20% commission on sales

• Competitive equity to share in Refractal's growth

• Pension contribution

• Private medical and dental cover

• Visa and relocation support