Account Executive

Job description

As an Account Executive, you will play a pivotal role in accelerating StrangeBee's growth across large and strategic customers. You will be responsible for identifying, developing, and closing complex, high-value opportunities in a highly competitive cybersecurity market.

You will own the full sales cycle, from strategic prospecting to contract signature, engaging multiple senior stakeholders across security, IT, risk, and procurement functions. Working closely with pre-sales, marketing, and customer success teams, you will position StrangeBee and its flagship platform, TheHive, as a critical component of your customers' incident response and security operations.

This is a high-impact role requiring rigor in execution, strong business acumen, and the ability to navigate long and complex enterprise sales cycles within large, multi-entity organizations. Beyond technical sales skills, we're looking for someone who takes ownership without waiting to be handed the answer, isn't afraid to try a different approach when the playbook doesn't fit, and that both customers and internal teams can rely on without having to check twice.

Location: This role can be based in Paris or Barcelona, provided you are fluent in both French and English (written and spoken), these are the two working languages of the role regardless of location.

What matters to us

• You take initiative. You don't wait for a perfect brief or someone else's delivery to move forward - you identify what's missing and go get it.

• You default to trust. You do what you say you'll do. Your manager and colleagues never have to double-check your numbers or your commitments.

• You put the customer's real interest first, even when it means a harder conversation or a longer path to close.

• You experiment. When the standard playbook isn't working on a given account, you're comfortable trying a different approach, and you own the outcome either way.

• You go the extra mile. Not as a slogan, because you notice what's missing and don't leave it for someone else.

Responsibilities

Sales & Strategic Account Management

• Own and drive the full sales cycle for large and strategic accounts, from prospecting to closing.

• Build and execute detailed account plans within complex, multi-entity organizations.

• Identify and engage senior and executive-level stakeholders, including CISOs, Heads of SOC, and CSIRT leaders.

• Lead negotiations and manage complex sales processes involving legal, procurement, and security teams.

• Position StrangeBee's solutions as a strategic and long-term component of the customer's security stack.

• Develop long-term relationships with key decision-makers to expand footprint and revenue over time, always grounded in what genuinely serves the customer's security posture.

Pipeline Management & Forecasting

• Build, manage, and maintain a strong, qualified pipeline aligned with revenue targets.

• Accurately forecast opportunities and provide clear, honest visibility on pipeline progression, including when a deal is at risk.

• Maintain rigorous and up-to-date CRM data, including activities, contacts, opportunity stages, and next steps.

• Proactively identify risks and take the initiative to implement action plans to secure deal progression, without waiting to be prompted.

Collaboration & Market Intelligence

• Partner closely with pre-sales and technical teams to deliver impactful demos, proofs of concept, and customer workshops.

• Collaborate with marketing on account-based initiatives, targeted campaigns, and industry events.

• Monitor the competitive landscape and provide structured field feedback to product and leadership teams.

• Contribute to continuous improvement of sales processes and strategic positioning, bringing forward new ideas rather than only executing existing ones.

Requirements

Sales Experience

• 5+ years of experience as an Account Executive or in a similar B2B software sales role.

• Proven track record of closing enterprise or strategic-level deals with significant deal sizes.

• Demonstrated experience managing long, complex, multi-stakeholder sales cycles.

• Strong negotiation and closing skills in competitive environments.

Cybersecurity & SaaS Environment

• Experience selling cybersecurity, SaaS, or infrastructure software solutions is strongly preferred.

• Ability to understand and clearly articulate technical and operational value, particularly around SOC operations, in