Account Executive EMEA

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About the role

About Refractal 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. Refractal was founded on cybersecurity and AI expertise from MIT, Microsoft, NASA and the U.S. Navy. 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. 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. What you'll do • 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. 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. About you: essential • 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. Nice to have • 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. Our values 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 infrastructu

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