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 or equivalent practical business experience. Working Conditions and Physical Requirements - The ideal candidate must be able to complete all physical requirements of the job with or without reasonable accommodation. - Sitting and / or standing - Must be able to remain in a stationary position 50% of the time. - Carrying and / or lifting - Must be able to carry / move laptop as needed throughout the work day. - Environment - Remote, work-from-home 100% of the time within the United Kingdom. Compensation & Benefits At Bugcrowd, we strive for fairness, equality and to create an environment that allows our people to perform at their very best. Our compensation philosophy is to foster a collaborative community that rewards, attracts and retains the best possible talent. - Base Salary Range: Competitive base salary tailored to UK market rates, dependent on experience and location. - Commission: This position participates in a competitive, uncapped commission plan tied to performance targets. - Benefits: Bugcrowd offers a comprehensive benefits package in the UK, including private medical insurance, pension contributions, and remote-work allowances. Culture - At Bu