Account Executive

What this role is

You'll own the full sales cycle at Patchstack — from first conversation to closed deal to a clean handover. The customers are regional hosting providers, agencies, and other key accounts who need to bring proactive application-layer security to their users. Your job is to find them, qualify them, show them what we do, and close deals that stick.

You'll work closely with our SDR on pipeline, with Marketing on positioning and events, with Customer Success and Partnerships on handovers and expansion, and with Product on what the field is telling you.

This is a quota-carrying role. You'll be measured on pipeline you create, deals you close, the quality of what you hand over, and how accurately you forecast.

This is a remote role but you should be based in Europe and +/- 3 hrs EEST.

About you

You've sold B2B SaaS before — ideally something technical, ideally to people who care about the details. You know a sales methodology (MEDDPICC, SPICED, or similar) well enough to use it without making it weird, and you can tell the difference between a deal that's progressing and a deal that's being polite to you.

You're a self-starter. Patchstack is ~25 people, fully remote, Series A. We are building the playbook as we go. If you need a defined process to feel safe doing your job, this isn't the right role. If the absence of one sounds like an opportunity, keep reading.

You're honest about pipeline. You'd rather call a deal dead than carry it forward to make a forecast look better. You push back when something doesn't make sense, and you don't confuse pushing back with being difficult. You're curious about the product, not just the process — you can explain detection, mitigation, and patching to a CTO without either overselling or hiding behind jargon.

You're comfortable being uncomfortable. Cold outreach, hard conversations, walking away from deals that aren't right — none of this should feel exotic.

What you'll do

• Build and work a focused territory plan aligned with company goals
• Generate pipeline through outbound prospecting and inbound follow-up, and work with the SDR to keep qualified meetings flowing
• Run discovery, deliver demos tailored to the audience, and build mutual close plans with timelines, risks, and stakeholders
• Multi-thread deals across the buyer's organisation — not single-thread to whoever picks up the phone
• Coordinate clean handovers to Customer Success and Partnerships, with a success plan the customer recognises
• Stay engaged post-sale to spot upsell and cross-sell opportunities with CS and Partnerships
• Feed customer and market signal back to Product on pricing, packaging, and product gaps
• Keep the CRM honest — next step, close date, stage accuracy, all of it
• Represent Patchstack at industry events and conferences