Account Manager - Cybersecurity

Crane Venture Partners; Paris (TX); On-site; USD 92,000 - 109,000; Full time

Benefits offered by this job

Total compensation: €80,000–€95,000 (O

PEE profit-sharing

Health & wellness benefits

Meal vouchers

Job summary

HarfangLab, a French cybersecurity scale-up, seeks an Account Manager to own retention, growth, and long-term success of a portfolio of customers, including strategic enterprise accounts.

You will secure renewals, build trusted relationships with C-levels, CISOs, IT leaders, and procurement stakeholders, and generate revenue through upsell, cross-sell, and account expansion initiatives. Close collaboration with CS, SEs, and partners drives value.

Qualifications

• Bachelor's or Master's degree in Business, Sales, or a related field.
• At least 3 years of experience selling cybersecurity solutions, ideally in a B2B SaaS environment.
• Proven experience managing and growing a customer portfolio with responsibility for renewals and account expansion.
• Experience working with enterprise customers and navigating complex sales cycles.
• Demonstrated success in driving upsell, cross-sell, and account growth initiatives.
• Experience building account plans and engaging multiple stakeholders within large organizations.
• Previous exposure to channel sales, partner management, or indirect sales models is highly desirable.
• Good understanding of cybersecurity concepts, market dynamics, and customer challenges.
• Proficiency with Salesforce or a comparable CRM platform.

Responsibilities

• Own the renewal strategy and execution across your assigned territory.
• Manage and grow a portfolio of commercial and enterprise customers.
• Build trusted relationships with key stakeholders and decision-makers.
• Identify renewal risks and implement appropriate mitigation plans.
• Develop and execute account plans to maximize customer retention and growth.
• Identify and drive upsell and cross-sell opportunities within existing accounts.
• Promote HarfangLab's products and services to address evolving customer needs.
• Expand HarfangLab's footprint across business units, subsidiaries, and departments.
• Lead commercial discussions and negotiations through to contract signature.
• Collaborate with channel partners to generate and close business opportunities.
• Develop strong relationships with strategic resellers and ecosystem partners.
• Coordinate partner-led account development and co-selling initiatives.
• Partner with Account Executives, Customer Success Managers, and Sales Engineers to deliver a seamless customer experience.
• Contribute to customer business reviews and strategic account planning.
• Maintain accurate forecasts, pipeline visibility, and account data within Salesforce.

Skills

Account management

Renewals

Upsell / cross-sell

Stakeholder management

Sales cycle

CRM / Salesforce

Education

Bachelor's or Master's degree in Business, Sales, or a related field

Tools

Salesforce

Job description

Who we are?

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?

To support our continued growth, strengthen our position in the French market, and expand our footprint within existing customer accounts, we are looking for an Account Manager to join our Sales team.

As a key member of the commercial organization, you will be responsible for driving customer retention, expanding strategic accounts, and identifying new business opportunities within your territory.

What will you do with us?

As an Account Manager, you will own the retention, growth, and long-term success of a portfolio of customers, including strategic enterprise accounts.

Your primary objectives will be to secure contract renewals, build trusted relationships with key stakeholders, and generate additional revenue through upsell, cross-sell, and account expansion initiatives.

You will engage with a wide range of decision-makers, including C-level executives, CISOs, IT leaders, Security Operations teams, and procurement stakeholders.

You will work closely with Customer Success Managers, Account Executives, Sales Engineers, and Channel Partners to ensure customers maximize the value of HarfangLab's solutions while supporting their cybersecurity strategy.

Key Responsibilities

Account Management & Renewals

• Own the renewal strategy and execution across your assigned territory.

• Manage and grow a portfolio of commercial and enterprise customers.

• Build trusted relationships with key stakeholders and decision-makers.

• Identify renewal risks and implement appropriate mitigation plans.

• Develop and execute account plans to maximize customer retention and growth.

Revenue Growth & Account Expansion

• Identify and drive upsell and cross-sell opportunities within existing accounts.

• Promote HarfangLab's products and services to address evolving customer needs.

• Expand HarfangLab's footprint across business units, subsidiaries, and departments.

• Lead commercial discussions and negotiations through to contract signature.

Channel & Partner Management

• Collaborate with channel partners to generate and close business opportunities.

• Develop strong relationships with strategic resellers and ecosystem partners.

• Coordinate partner-led account development and co-selling initiatives.

Cross-Functional Collaboration

• Partner with Account Executives, Customer Success Managers, and Sales Engineers to deliver a seamless customer experience.

• Contribute to customer business reviews and strategic account planning.

• Maintain accurate forecasts, pipeline visibility, and account data within Salesforce.

About you

Hard Skills

• Bachelor's or Master's degree in Business, Sales, or a related field.

• At least 3 years of experience selling cybersecurity solutions, ideally in a B2B SaaS environment.

• Proven experience managing and growing a customer portfolio with responsibility for renewals and account expansion.

• Experience working with enterprise customers and navigating complex sales cycles.

• Demonstrated success in driving upsell, cross-sell, and account growth initiatives.

• Experience building account plans and engaging multiple stakeholders within large organizations.

• Previous exposure to channel sales, partner management, or indirect sales models is highly desirable.

• Good understanding of cybersecurity concepts, market dynamics, and customer challenges.

• Proficiency with Salesforce or a comparable CRM platform.

Soft Skills

• Excellent written and verbal communication skills.

• Strong relationship-building and stakeholder management capabilities.

• Customer-centric mindset combined with a strong commercial drive.

• Ability to influence and engage senior decision-makers across business and technical functions.

• Strong organizational, planning, and forecasting skills.

• Autonomous, proactive, and results-oriented.

• Collaborative team player comfortable working across multiple departments.

• Curiosity, resilience, and adaptability in a fast-growing environment.

• Strong sense of ownership and accountability.

• Genuine interest in cybersecurity and technology.

Success Metrics

• Customer renewal rate.

• Net Revenue Retention (NRR).

• Expansion revenue generated through upsell and cross-sell activities.

• Growth achieved within strategic and enterprise accounts.

• Number and value of opportunities developed through channel partners.

• Accuracy of Salesforce forecasts and pipeline management.

• Quality and execution of account plans.

• Customer satisfaction, engagement, and retention levels.

About us

Our Office and Team Culture

• Offices located in the heart of Paris, near Bourse (75002),

• High-performance equipment tailored to your needs and preferences (Mac/PC, additional screens),

• Thanks to our Office Manager, events regularly take place such as seminars, themed evenings, and more,

• An onboarding process to welcome each new colleague with an explanation of the roles within the different teams of the company and a mentor to guide you during your early days.

Compensation & Benefits

• Total compensation: On-Target Earnings (OTE): €80,000–€95,000.

• Participation and profit-sharing scheme (PEE).

• Health, well-being & sport: Alan insurance + Alan Mind mental wellness app + Egym subscription, covered at 80% by HarfangLab,

• Meal vouchers: Swile card + access to an employee benefits platform.

• Paid time off: 25 days annual leave + 8-11 RTT days.

• Professional growth: Access to training programs and industry events tailored to your needs.

The hiring process

1. A 30-minutes call with our Talent Acquisition Specialist.

2. A 30 minutes Visio with the lead.

3. A 1,5 hour on-site interview including a teamfit.

4. A final HR video appointment to review your soft skills and motivations.

5. A least one reference check with a former manager or professional reference.