refractal - Account Executive EMEA
Requirements
• Experience selling cybersecurity products or working with security teams as buyers. • Experience working with regional channel, referral or other commercial partners. • Additional language skills relevant to EMEA markets, or familiarity with AI security challenges. • 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.
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. • 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. • SUCCESS IN YOUR FIRST SIX MONTHS • You've built a qualified pipeline in agreed markets, with credible customer needs, identified decision-makers and clear next steps for each opportunity. • You've won new business against agreed commercial targets and can explain what helped customers reach a purchasing decision. • You've established a repeatable approach to account prioritisation and shared actionable feedback on market differences, customer objections and where partners add value.
Benefits
• Base salary £70K – £130K • Offers Equity • Offers Commission • 20% commission on sales • Upload your resume here to autofill key application fields. • Drop your resume here! • Parsing your resume. Autofilling key fields... • or drag and drop here • City and country. • No, I already have the right to work there • Yes, I would need sponsorship • In a sentence or so, why are you interested in joining Refractal? • Please include the year, your quota and the percentage you attained. • What was its annual contract value, who was involved in the buying decision, how long did it take, and how did you win it? • Within one month • Within three months • In more than three months • Finally, is there anything else you'd like to share? Links to work you're proud of, such as projects, research, writing or a portfolio, are welcome.
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