Enterprise Account Executive – Cyber Security

Cybersecurity Sales Executive – Enterprise Accounts 

Location: UK-based, hybrid. All sensible UK addresses considered. There is an expectation you will be working in a hybrid environment, either in front of customers, partners, or our London HQ.

What You’ll Do 

This is a front-line enterprise sales role for someone who takes ownership of their business with structure, accountability, and a thoughtful approach to customer engagement. 
You will report directly to the Head of Cybersecurity Sales. 

• Define and execute a focused territory plan: selecting high-potential accounts based on fit, strategy, and win potential. 

• Target 10 to 15 enterprise accounts: building deep account plans using value pyramids, strategic initiative mapping, and persona-specific value hypotheses. 

• Generate and shape new pipeline: focused on Telefónica Tech’s Managed Security Services and Professional Services portfolio. Use outbound engagement, vendor collaboration, and insight-led campaigns based on real customer problems and business impact. 

• Own the full sales cycle from prospecting to close: lead discovery, qualification, business case creation, stakeholder alignment, and negotiation. 

• Work cross-functionally where it adds value: You’ll partner with internal teams including presales, delivery, product, and Telefónica Tech Spain. You’ll also collaborate with generalist sales colleagues to align on account strategy , but always own the opportunity and outcome. 

• Build trust across the business: through integrity, reliability, and collaboration. You will contribute to a culture of transparency and shared success. 

• Leverage vendor partners and internal experts from Telefónica Tech Spain: to enhance credibility, unlock access, and support execution in strategic accounts. 

• Qualify opportunities with discipline and care: You will know when to walk away from deals that lack urgency, access, clear metrics, or committed champions. 

• Build and coach champions: who will advocate internally and collaborate on value definition and business justification. 

• Forecast with accuracy: based on inspection, not optimism. 

• Contribute to team success: by sharing insights, refining plays, and helping to raise the bar for what good looks like. 

What We’re Looking For 

We’re looking for someone who has been selling enterprise solutions through a repeatable, structured approach for at least five years. 

We value qualities like curiosity, resilience, and creativity, the traits that help great sellers thrive in complex, high-stakes environments. 

• Structured territory planning: You’ve built territory plans from scratch, not inherited them. You understand how to assess the market, prioritise accounts, and track execution. You can share a real example in interview. 

• Strategic account focus: You’ve worked a defined set of 10 to 15 named enterprise accounts. For each, you’ve: 
    - Identified C-level strategic priorities 
    - Mapped them to specific projects 
    - Aligned them to value your company could deliver 
    - Mapped and engaged stakeholders with tailored hypotheses 

• Disciplined qualification: You consistently disqualify early when opportunities don’t meet your standards. You’ve walked away from deals lacking urgency, access, metrics, or champions. You use MEDDICC or a similar framework as a way of thinking, not just a checklist. 

• Enterprise deal leadership: You’ve closed multiple complex enterprise deals in the £500K to £5M TCV range, involving multiple stakeholders, long sales cycles, and detailed commercial and legal negotiation. 

• Process-driven and coachable: You follow a clear sales process, improve it continuously, and reflect on what works for you and why. 

• Experience in MSSP or cybersecurity professional services: This is a plus, but not required. What matters most is your ability to understand complex problems, build compelling value, and sell to enterprise stakeholders with structure and discipline. 

• This role requires someone who has sold cybersecurity solutions, built account and territory plans, and is comfortable leading early-stage sales cycles. If this is how you already work, we would love to hear from you. 

Key Words:

Cyber - Cyber Security - Cyber Sales - Cybersecurity Sales - Account Director - Business Development - MSSP - Enterprise Sales - Palo Alto - Crowdstrike - MEDDICC -