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About the Role
You'll build customer relationships and win new business for Refractal across EMEA. You'll manage the full sales cycle for a technically complex cybersecurity product, building a clear business case for each customer and adapting your approach to each market.
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.
Requirements
- 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.
- 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.
Skills
- Consultative selling
- Discovery
- Qualification
- Negotiation
- Pipeline management
- Forecasting
- Account strategy
- Relationship development
- Business case development
- Procurement
- Partner coordination
Location
- EMEA
Work Type
- Full-time
Experience Level
- Mid-level
- Senior
Salary/Compensations
- £70,000–£130,000 base
- 20% commission on sales
Benefits
- Competitive equity to share in Refractal's growth
- Pension contribution
- Private medical and dental cover
- Visa and relocation support
About the Company
- Refractal is an AI security company building the infrastructure organisations need to defend against autonomous AI threats.
- 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.