Account Executive EMEA

About the role

The Account Executive will build customer relationships and win new business for Refractal across the EMEA region. You will manage the full sales cycle for a technically complex cybersecurity product, developing business cases and adapting your sales approach to various international markets.

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.
• Work with technical colleagues to shape demonstrations and evaluations around agreed customer outcomes, keeping requirements, responsibilities and next steps clear throughout.
• 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.

Required skills

• B2B software sales
• Consultative selling
• Pipeline management
• Forecasting
• Stakeholder management
• Negotiation

Nice to have

• Cybersecurity sales
• Channel partnerships
• AI security
• Multilingual

Benefits

• Pension contribution
• Private medical cover
• Private dental cover
• Visa support
• Relocation support

About the Company

Refractal is an AI security company building the infrastructure organisations need to defend against autonomous AI threats. Founded on expertise from MIT, Microsoft, NASA and the U.S. Navy, the company provides solutions to detect AI-enabled threats for high-stakes organisations.