Account Executive

Job Summary

The Mid-Market Account Executive (AE) at Bugcrowd is responsible for developing and executing a strategic sales plan to acquire new mid-market customers and expand existing relationships within a defined ICP in the European Market. You will be instrumental in positioning Bugcrowd's platform and services as essential components of a modern, proactive security strategy for growing organizations.

Essential Duties and Responsibilities

• Drive the full sales cycle from prospecting and lead qualification to negotiation and closing deals within the mid-market segment across EMEA.
• Develop and maintain a strong understanding of the cybersecurity landscape, competitive offerings, and Bugcrowd's unique value proposition.
• Establish strong relationships with key stakeholders, including CISOs, IT Directors, Security Managers, and technical teams.
• Establish and maintain strong relationships within our community of Resellers and Distributors to drive new business via a Channel-First sales motion
• Accurately forecast sales opportunities and maintain a robust pipeline using CRM tools (e.g., Salesforce).
• Collaborate cross-functionally with Sales Engineering, Customer Success, and Product teams to ensure a seamless customer experience.
• Create and deliver compelling, customized sales presentations and demos that clearly articulate the ROI of Bugcrowd's solutions.
• Represent Bugcrowd at EMEA industry conferences, trade shows, and regional networking events to build brand awareness and generate new leads.
• Negotiate contracts and commercial terms effectively, ensuring favorable outcomes for both the customer and Bugcrowd.

Education, Experience, Knowledge, Skills, and Abilities

• 3+ years of successful quota-carrying sales experience selling B2B SaaS solutions, preferably in the cybersecurity, DevOps, or risk management space.
• Demonstrated history of consistently achieving or exceeding annual sales targets within a Mid-Market or Commercial segment.
• Experience managing fast-to-medium paced sales cycles (3–6 months) and navigating multi-threaded stakeholders in growing businesses.
• Proven ability to prospect, build an active pipeline, and close net-new business independently.
• Strong understanding of modern security testing methodologies (e.g., pen testing, bug bounty, vulnerability disclosure).
• Excellent written and verbal communication skills, with a deep understanding of the UK business culture and corporate landscape.

Preferred Experience

• Prior experience selling crowdsourced security, including Penetration Testing, Red Teaming, Bug Bounty, or Attack Surface Management solutions.
• Familiarity with Salesforce and modern sales engagement/outreach tools.
• Proficiency in common sales methodologies, particularly MEDDPICC
• A university degree