Strategic Account Executive - Southern Europe

About the role

Dragos, a global leader in xOT cybersecurity protecting critical infrastructure such as water, power and hospital systems, is hiring a Senior Enterprise Sales Executive for its Southern Europe territory. The role drives revenue growth, wins new business and expands strategic partnerships in the ICS/OT market, reporting to the VP of International Sales. It suits a strategic thinker who takes ownership of complex deals in a fast-moving environment.

Key responsibilities

• Identify, qualify and secure new enterprise accounts in assigned territories, driving predictable revenue growth according to the Dragos GTM strategy.
• Develop and execute strategic account plans aligned with client needs and Dragos' solutions.
• Build and manage complex, multi-stakeholder sales cycles at plant and corporate levels, navigating enterprise procurement processes.
• Promote the Dragos Platform, Threat Intelligence and Professional Services with a consultative approach.
• Maintain engagement in energy, manufacturing, utilities and other infrastructure sectors.
• Work with Solution Architects, Marketing, Channel Managers and OEMs and channel partners to refine strategy and opportunities.
• Manage forecasting and pipeline using methods such as MEDDPICC and Value Selling, and craft ROI narratives for customers.

Required profile

• Spanish national.
• 7+ years of enterprise sales experience in cybersecurity, ideally with ICS/OT exposure.
• Proven ability to handle enterprise buying processes, budget management, stakeholder influence and procurement cycles.
• Strong relationships with C-level executives and experience in multi-stakeholder negotiations.
• Track record of quota attainment in new ARR within complex accounts.
• Experience with channel partners such as OEMs, VARs, distributors and GSIs.

Required skills

• Technical awareness of threat intelligence, vulnerability management and cybersecurity risk strategies, able to turn them into business value.
• Strategic discovery conversations that uncover prospects' needs and tailor solutions.
• Ability to challenge and influence in high-stakes negotiations, with adaptability in fast-paced startup environments.

What we offer

• Salary of EUR 312,000.
• Competitive equity package.
• Comprehensive benefits plan.