Senior Enterprise Account Executive

Refractal; New York (NY); Hybrid; USD 140,000 - 190,000; Full time

Benefits offered by this job

Competitive equity

Pension contribution

Private medical and dental cover

Visa and relocation support

Job summary

Refractal, a US-based AI security company, is seeking a seasoned US enterprise salesperson to own the full sales cycle from first meeting to signature, targeting CISOs and security leaders.

You will build and close partnerships with MSSPs, run evaluations with our Forward Deployed Engineer, and help refine pricing, proposals, and the ICP. Travel to customers is required.

Qualifications

• 7+ years in B2B sales with 5+ quota carrying and 3+ selling security.
• Track record of closing net-new enterprise deals at $100k+ ACV.
• Willing to travel and comfortable selling a new category.
• Disciplined qualification using MEDDPICC or similar.

Responsibilities

• Own the full sales cycle for US enterprise accounts from first meeting to signature.
• Sell to CISOs, security leaders, and risk/compliance executives.
• Build and close partnerships with MSSPs that resell or embed Refractal.
• Run evaluations with the Forward Deployed Engineer and convert to contracts.
• Help refine ICP, pricing, proposals and sales process; lead outbound with SDR.

Skills

B2B sales

Closing quotas

Security domain knowledge

Willing to travel

Job description

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 pipeline and close six-figure enterprise deals for Refractal in the US, working with the founders to refine how we sell. You can be based in Boston, Austin or New York, working hybrid with travel to customers.

What you'll do

• Own the full sales cycle for US enterprise accounts, from first meeting to signature.

• Sell to CISOs, security leaders, and risk and compliance executives.

• Build and close partnerships with managed security service providers that resell or embed Refractal.

• Run evaluations with our Forward Deployed Engineer and turn them into contracts.

• Help refine our ideal customer profile, pricing, proposals and sales process, and lead outbound with our SDR.

Success in your first six months

• You've built a qualified pipeline with identified decision-makers and clear next steps.

• You've won new business against agreed targets and have at least one MSSP partnership in motion.

• What works in your accounts is documented so the rest of the sales team can use it.

About you: essential

• 7+ years in B2B sales, including 5+ carrying a closing quota and 3+ selling security.

• A record of closing net-new enterprise deals at $100k+ annual contract value.

• Comfort selling a new category, working closely with the founders and our technical team.

• A network among security leaders in financial services or other regulated industries.

• Disciplined qualification using MEDDPICC or similar, and willingness to travel.

Nice to have

• Experience selling for a growing security company.

• Channel or MSSP sales experience.

• A technical background, such as sales engineering.

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: $140,000–$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