Account Executive Italy

Job description

Who we are?

HarfangLab is the European leader in Workspace Detection and Response, a new approach to protecting the digital environments where people work.

As organizations increasingly rely on cloud services, digital identities, connected devices and AI-powered tools, security teams often have to manage multiple, disconnected solutions. This fragmentation creates gaps in visibility and makes cyber threats harder to identify and stop.

HarfangLab brings these protections together in a single platform. Powered by lightweight software and AI designed specifically for cybersecurity, our technology helps organizations detect suspicious activity, investigate incidents and respond to threats across computers, servers, identities, email, cloud environments, internet-facing systems and AI tools.

Organizations can deploy our platform in the cloud or within their own infrastructure, allowing them to retain control over their technology and data. Our EDR was the first to be certified and qualified by ANSSI, France’s national cybersecurity agency, and the first EDR to receive certification from the BSI, Germany’s Federal Office for Information Security.

Today, HarfangLab’s technology protects more than 1,000 customers across a wide range of sectors, from major corporations and public institutions to SMEs, hospitals and local authorities. Having grown from 40 employees in 2023 to 140 today, we now have teams working across several European countries.

As we continue to grow across Europe, we are looking for talented people to join our teams and support the next stage of HarfangLab’s development.

Why are we hiring?

Italy is a key market in HarfangLab’s European growth strategy, and we are investing to accelerate our development in the region.

To support this ambition, we are looking for an experienced Account Executive based in the Milan or Rome area who will be responsible for developing new business opportunities and expanding HarfangLab’s presence across the Italian market.

What will you do with us?

As our Account Executive for Italy, you will collaborate closely with our sales representative in Milan and our Paris-based Sales, Pre-Sales, Marketing, and Customer teams.

Your mission will be to generate net new revenue and close new business opportunities by promoting HarfangLab's cybersecurity solutions to both end customers and local partners.

Your mission will be to generate net new revenue and close new business opportunities by promoting HarfangLab’s cybersecurity solutions to both end customers and local partners.

Your responsibilities will include:

- Building and executing a territory plan for the Italian market,

- Identifying, qualifying, and progressing new business opportunities,

- Converting opportunities generated by the SDR while conducting your own prospecting activities,

- Developing relationships with key decision-makers across enterprise, mid-market, and public sector organisations,

- Managing the full sales cycle, from discovery to contract signature,

- Working closely with Pre-Sales Engineers during demonstrations, evaluations, and proof-of-concepts,

- Developing and managing relationships with MSSPs, resellers, and strategic partners,

- Collaborating with Marketing on local initiatives and events,

- Representing HarfangLab at cybersecurity conferences, partner events, and industry gatherings across Italy,

- Maintaining accurate forecasting and pipeline management within Salesforce.

About you

Hard Skills

- 10+ years of experience in cybersecurity sales, ideally involving endpoint security, detection and response, threat intelligence, or related security solutions.

- Demonstrated success in new business acquisition and exceeding sales targets,

- Proven ability to open and develop new accounts in the Italian market,

- Experience selling both directly to customers and through channel partners,

- Strong understanding of complex B2B sales cycles,

- Experience working with enterprise and mid-market customers,

- Proficiency with Salesforce or similar CRM platforms,

- Native-level fluency in Italian and professional proficiency in English,

- Spanish or another European language is a plus.

- Based in the Milan or Rome area, with the ability to travel across Italy when required.

Soft Skills

- Strong interpersonal skills and relationship-building abilities,

- Excellent communication and negotiation skills,

- Entrepreneurial mindset with a proactive approach to business development,

- Autonomous and highly organised,

- Curious and eager to learn in a fast-growing cybersecurity environment,

- Team player who enjoys collaborating across functions and countries,

- Resilient and comfortable operating in a scale-up environment.

About Us

Compensation package

- Fixed salary: €40,000 to €60,000 gross per year depending on experience,

- Variable compensation: €40,000 to €60,000 based on performance and objectives,

- Total On-Target Earnings (OTE): €80,000 to €120,000.

Additional benefits include:

- Remote-first position based in the Milan or Roma area,

- One-week onboarding in Paris and regular visits to our headquarters,

- 20 days of paid vacation per year,

- Access to training, certifications, and industry events.

Recruitment Process

1: Introductory call – A first conversation to get to know you, understand your career goals, and answer your initial questions.

2: Interview with the Regional Sales Manager – A video meeting to dive deeper into your background, skills, and how they match the role.

3: Case study - A short business exercise to complete at home.

4: Onsite interview to meet your future colleagues.

4: Final HR video meeting to assess your soft skills and motivations.