Account executive EMEA in cybersecurity

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.

• 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.
• 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.

• Experience managing the full sales cycle for technically complex B2B software, with evidence of winning business through consultative selling.
• Ability to engage security and technical stakeholders, learn the product deeply and explain its value accurately.
• Experience navigating buying processes across multiple EMEA markets and adapting your approach to different customer contexts.
• Strong discovery, qualification and negotiation skills, including coordinating several stakeholders through a purchasing decision.
• Disciplined pipeline management and forecasting, with clear communication about progress, risks and the support needed.
• Будет плюсом: 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

• Salary: £70,000–£130,000 base
• 20% commission on sales
• Competitive equity to share in Refractal's growth
• Pension contribution
• Private medical and dental cover
• Visa and relocation support