Account Executive

Account Executive Help incident responders around the world. Collaborate in a supportive, high-impact team and grow as we shape Europe’s leading incident response platform. 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, incident response, integrations, and automation. Comfortable engaging in conversations with technical and executive audiences. Organization & Execution Highly organized and structured, with the ability to manage multiple complex opportunities in parallel. Strong discipline in CRM usage, forecasting, and reporting. Autonomous, proactive, and comfortable operating in a fast-growing and evolving organization, someone who builds structure where it doesn't yet exist rather than waiting for it. Languages Fluent in both French and English (written and spoken), required regardless of base location. Location Paris or Barcelone. Bonus Experience selling to large enterprises, public sector organizations, or MSSPs. Familiarity with SOC, CSIRT, or incident response workflows. Experience operating in multi-country or international sales environments. You might feel hesitant to apply if you don’t match 100% of the requirements. This list is a guide, we encourage you to apply even if you are a partial match. We are building teams that innovate, not teams that simply tick every box . Hiring process We aim to keep our process transparent, structured, and respectful of your time. Discovery call with the hiring team (30 minutes) A first conversation to understand your background, motivations, and answer your initial questions. Interview with the hiring manager (1 hour) Deep dive into your experience, skills, and the role expectations. Interview with a future colleague (1 hour) An opportunity to meet a team member, discuss day-to-day collaboration, and get a practical perspective. Interview with the Head of HR (30 minutes) Discussion around vision, culture fit, and long-term alignment. Please note we may conduct a reference check before finalizing the offer. About us StrangeBee is a European cybersecurity software company specializing in Incident Response. Founded in 2018 by the creators of TheHive and Cortex, StrangeBee was built on the success of these tools that quickly became widely adopted within the cybersecurity community. What started as open-source initiatives evolved into enterprise-grade solutions trusted by organizations worldwide. Today, TheHive is recognized as a leading incident response platform, empowering thousands of security analysts to detect, investigate, and respond to cyber threats efficiently. StrangeBee now operates as a fully commercial software vendor, focused on delivering robust, scalable, and continuously evolving solutions tailored to the needs of modern security teams. Our ambition is clear: strengthen our product ecosystem, meet the fast-growing demands of the cybersecurity market, and establish StrangeBee as a global leader in incident response platforms. We are growing fast and we’re looking for people who want to grow with us. Why join us At StrangeBee, you won’t just join a company, you’ll help shape a growing European cybersecurity leader. What makes us different is not only what we build, but how we build it. Customer Centric Everything we do starts with impact. We build for real security teams facing real threats. We listen carefully, challenge assumptions, and aim to deeply understand the “why” behind every need. If you care about delivering meaningful value, not just shipping features, you’ll feel at home here. Quest for Excellence “Good enough” is not our standard. We continuously question how we work, how we collaborate, and how we improve our product. Excellence for us means rigor, accountability, and pride in craftsmanship, whether in code, sales conversations, customer support, or internal processes. Embrace Change Cybersecurity evolves constantly, so do we. We encourage initiative, ideas, and constructive challenge. If you see something that could be better, you’re expected to speak up and help drive improvement. Change is not something we endure; it’s something we actively shape. One Team We believe performance comes from trust. We foster open communication, mutual respect, and psychological safety. Everyone’s voice matters, and collaboration goes beyond titles or departments. We succeed together. Joining StrangeBee means working in an environment where ownership is real, standards are high, and impact is visible, while being part of a team that genuinely supports each other. Département Sales Locations France, Spain Remote status Hybrid Employment type Full-time