Account Executive, Spain - M/F/X
hace 21 horas
Madrid
The OpportunityThis seat covers Spain, and it is the first one we have dedicated to it. You will work it with our Regional Sales Director for Southern Europe. You will most likely live in Spain and be employed through our Spanish company, and Portugal works too if you're based there. Accounts that reach into Portugal are upside on the same patch rather than a second territory.QuoIntelligence sells Unified Risk Intelligence: Threat Intelligence, Digital Risk Protection, and Risk Intelligence, delivered through our Mercury platform and Agent Karla, an AI-powered analyst.You sell into financial services, manufacturing, critical national infrastructure, and retail. Most of these companies have never bought threat intelligence before, so expect to spend as much time making the case for the category as beating a named competitor.Regulation is working in your favor, and Spain is an unusual case. NIS2 is not Spanish law yet: the deadline was October 2024, and in July 2026 the European Commission took Spain to the EU Court of Justice over the delay. Your buyer knows the rules are coming and has no date to plan against. That is a harder conversation than a deadline, and a better one, because whoever moves first chooses their own supplier. Financial services runs the other way. DORA has applied since 17 January 2025, and the Banco de España runs Spain's threat-led testing framework with the CNMV and the DGSFP, where the intelligence behind a test has to come from an outside provider.If you want a name that opens doors on its own and a category your buyer already budgets for, this is a different job. If you want to make the case for intelligence to a Spanish security leader who has never bought it, read on.What You'll Do- Build pipeline into Spanish accounts. Prospect, social sell, and call through your own network into the Spanish accounts you choose. This is a hunting seat.- Sell on a business case. Qualify against a real risk or compliance problem, coach your champion through building their internal case, and explain threat intelligence in terms a CISO and a CFO both accept. Your VP of Sales runs the early ones with you.- Help build the partners channel. Resellers, system integrators, and MSSPs open Spanish accounts that stay cold to direct outreach.- Run the full cycle. From first conversation to signature: discovery, proof of value, tender responses when they come up, and the commercial close.- Keep the pipeline honest. HubSpot across deal stages, notes, and forecasts, plus LinkedIn for account research and for finding the other people in a buying group. Call reviews and coaching are part of the job here, and on a sales team this size, what you learn early shapes how we sell in Spain next.AI-First in SalesAI is how we work, not a tool we reach for when it is convenient. Our products run on it, and the sales process should too.AI as your operating system. You use AI daily for account research, outreach, call preparation, proposal drafting, and competitive analysis. You can point to the work you have delivered this way, not only to the tools you have tried.Know what you're selling. Mercury and Agent Karla are AI-driven intelligence products. You need to understand them well enough to carry the first half of a technical conversation with a CISO before you bring in a sales engineer.Responsible claims. We sell in a regulated market, where credibility is the product. You know where the product is strong and where it is not, and what you say in the field reflects that.What You'll BringMust-haves:- At least two years of sales experience, added up across all sales roles. Time as an SDR counts, though closing experience weighs more. Coming from a police cybercrime unit or from military service? We are not asking you for a sales track record at all. There is an FAQ below written for you.- You have sold threat intelligence, or something next to it. XDR, SOAR, SIEM, managed detection, incident response, digital risk protection. You win deals through discovery and a business case, not price and specifications.- Spanish at native or near-native level. You run discovery, handle objections, and close in Spanish.- English at working level. It is our internal company language.- Living in Spain, with the right to work there. Portugal works too, through an Employer of Record.- AI fluency beyond occasional ChatGPT use. You use AI tools in your sales work and can say which ones you kept and which you dropped.Nice-to-haves:- Threat intelligence itself, rather than something next to it. It takes months off your ramp, because you already know the buyer and the budget cycle.- Reseller, system integrator, or MSSP relationships in Spain, or channel experience from another market.- A startup or scaleup background, where you built the process instead of inheriting it.- Contacts among Spanish CISOs and security leaders. Useful here, not expected at this level.- German or Italian.- Portuguese, if Portuguese accounts land on your patch.What Success Looks LikeBy 3 months:- You have finished enablement and can pitch, run a demo, support a proof of value, and support a tender response.- You have called through your own network and booked the first meetings.- You have an account plan for Spain: which segments, which accounts, in what order, and why.Closing a deal inside your first 90 days is not the bar. Deals of this shape do not move that fast, and a deal pulled forward is worth less to us than a pipeline that survives scrutiny. If you have been measured against a ramp that ignored how long real deals take, this is a different arrangement, and it is written here so you can hold us to it.By 6 months: closing is the expectation.- You have closed at least one deal.- You have built a pipeline that covers the quarter after.- You know which segments in Spain respond and which don't.By 12 months, you are producing consistently, and someone else could pick up your account plan and know how Spain gets sold.What We Offer- The first seat dedicated to Spain. The market is open in front of you, and you work it alongside our Regional Sales Director for Southern Europe.- A budget behind the territory. Marketing spend for Spain, and events that put you in front of buyers.- Early in a sales team being built. You would be one of its first Account Executives, and what the team looks like in two years is still open.- A product worth selling. Analysts finish the intelligence before it reaches a client, and six years of AI-native infrastructure sits behind it. ENISA, the EU's cybersecurity agency, is one of our clients.- Visibility. At around 45 people, your deals get discussed by name, and you have direct access to the leadership team.- Compensation. €60,000 to €80,000 base, and €120,000 to €160,000 on-target earnings.The ProcessFour stages.1. Recruiter screen (30 minutes). Motivations, sales background, Spanish market experience, AI fluency, notice period, and compensation expectations.2. Hiring manager interview (60 minutes). One-to-one with the hiring manager for this seat. Sales depth, deal walkthroughs, and how you would approach the Spanish market.3. Sales roleplay (45/70 minutes) with someone from our sales leadership. They play the customer, and you run the meeting. You sell here rather than describe how you sell. We email you a short background pack beforehand, about two pages. It is reading only: nothing to write, nothing to send back. The roleplay runs in English.4. Panel (60 to 90 minutes). A conversation about market knowledge, network, and approach, with nothing to prepare and nothing to send in advance.Frequently Asked QuestionsDo I need to have sold threat intelligence specifically? No, but you need to have sold something close to it. XDR, SOAR, SIEM, managed detection, incident response, and digital risk protection all put you in front of the same buyer, arguing the same kind of business case, and that transfers. What does not transfer is a price-list motion: if your last few years were transactional sales off a specification, security background or not, this seat will frustrate you.I have spent my career in a police cybercrime unit or in the military, and I have never carried a quota. Should I apply? Yes, and this is a real invitation rather than a line in an advert. If you have run cybercrime investigations, you know how attackers work and how to explain that to people who have to act on what you tell them. That is most of what a good threat intelligence seller does, and it is the part we cannot teach. Pipeline discipline and commercial negotiation are learnable. We will not ask for attainment history because you don't have any. We will ask what you know and why you want the move. The Spanish language and Spain residency requirements still apply.Do I need to speak Spanish? Yes, at native or near-native level. Discovery, objection handling, and negotiation on this patch all run in Spanish. English is our internal company language, and you will use it every day inside the company.The territory says Spain. What about Portugal? Accounts that reach into Portugal are welcome upside on the same patch, not a job requirement. Living in Portugal also works: in Spain, we employ you through our Spanish company; in Portugal, through anEmployer of Record. Spanish stays a requirement either way, because your buyers are in Spain.Is there an office? No. You work remotely and travel to meet the team in Frankfurt, Rome, or Madrid, as well as to meet with Spanish prospects and partners. Field sales here means time on the road.What is the growth path? The sales team is small and being built, and the people who grow a territory are the obvious candidates for whatever comes next. We are not putting a title or a date on that, because we do not know yet and we would rather not promise something we cannot keep.QuoIntelligence promotes an inclusive work environment, ensuring equal opportunities for all candidates, regardless of gender, ethnicity, sexual orientation, disability, or other personal characteristics. We believe that diversity is a value, and we are committed to building a fair and respectful workplace for all.#J-18808-Ljbffr
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