Account Executive

Account Executive

Cyber Security - Guildford (Hybrid)

Role Overview

The Account Executive is responsible for driving new revenue growth by identifying, developing, and closing new business opportunities. This role is heavily focused on prospecting and account development, with responsibility for managing and growing a select portfolio of customers post-sale.

The ideal candidate is a confident, consultative seller who thrives in a high-activity environment and enjoys building relationships from the first conversation through to long-term partnership.

Key Responsibilities

New Business Development

• Proactively identify and engage new prospects through outbound activity and networking.
• Build and manage a pipeline of qualified opportunities, from initial outreach through to close.
• Lead discovery conversations to uncover customer challenges, objectives, and buying drivers.
• Present, position, and demonstrate solutions aligned to customer needs and value drivers.
• Own the full sales cycle from qualification, proposal development, negotiation, and closing.

Account Development & Management

• Manage a portfolio of customers to ensure strong relationships and ongoing delivery.
• Identify expansion, upsell, and cross-sell opportunities within managed accounts.
• Act as a trusted advisor to customers, supporting renewals and long-term account growth.
• Ensure smooth handovers and ongoing collaboration with Customer Success and Support.

Sales Execution & Collaboration

• Consistently meet or exceed new business revenue targets and activity-based KPIs.
• Maintain accurate and up-to-date records in CRM, including pipeline, forecasting, and notes.
• Collaborate with Marketing, Product, and Customer Success teams to optimise go-to-market efforts and customer outcomes.
• Provide feedback on market trends, competitor activity, and customer needs.

Key Skills & Experience

Required:

• Proven experience in B2B sales as an Account Executive or similar role.
• Strong background in new business acquisition, including outbound prospecting.
• Experience running structured discovery and consultative sales processes.
• Demonstrated ability to close deals and manage a sales pipeline effectively.
• Excellent communication, presentation, and negotiation skills.
• Comfortable using CRM systems and modern sales tools.

Preferred:

• Experience in Cyber Security, technology, or a high-growth environment.
• Familiarity with value-based or solution selling methodologies.
• Experience managing accounts post-sale in addition to closing new business.

Personal Attributes:

• Hunter mentality with strong commercial drive.
• Self-motivated, disciplined, and results-oriented.
• Confident engaging senior stakeholders and decision-makers.
• Organised, adaptable, and comfortable managing competing priorities.
• Collaborative and customer-focused mindset.

KPIs & Success Measures

• New business revenue and closed-won deals.
• Pipeline creation, conversion rates, and deal velocity.
• Activity metrics (outbound outreach, meetings booked, discovery calls).
• Expansion revenue from managed accounts.

Why Join Us?

• High-impact role with ownership of new business growth.
• Competitive salary and uncapped commission structure.
• Clear career progression within a growing sales organisation.
• Supportive, collaborative culture with strong enablement and leadership.