Account Executive

We are Bugcrowd. Since 2012, we’ve been empowering organizations to take back control and stay ahead of threat actors by uniting the collective ingenuity and expertise of our customers and trusted alliance of elite hackers, with our patented data and AI-powered Security Knowledge Platform™. Our network of hackers brings diverse expertise to uncover hidden weaknesses, adapting swiftly to evolving threats, even against zero-day exploits. With unmatched scalability and adaptability, our data and AI-driven CrowdMatch™ technology in our platform finds the perfect talent for your unique fight. We aim to create a new era of modern crowdsourced security that outpaces threat actors. Unleash the ingenuity of the hacker community with Bugcrowd, visit www.bugcrowd.com. Based in San Francisco and New Hampshire, Bugcrowd is supported by General Catalyst, Rally Ventures, Costanoa Ventures, and others. 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 -