Account Executive- EMEA

About Us: At Kobalt.io, our mission is to solve cybersecurity for SMBs at scale. We believe small businesses are the engine behind innovation and growth. Understanding the challenges that our customers have enables us to design and refine scalable cybersecurity services that support a secure path to growth. This is reflected in everything we do from the programs we build, to the partnerships we have developed with companies such as Vanta, Prescient and Sumo Logic. Role Overview: Kobalt.io is an equal opportunity employer looking for team members who have a real passion for security. We are seeking an Account Executive (EMEA) who will be responsible for driving excellent results in new client acquisition. The ideal candidate will have a proven track record of managing a large volume of monthly leads from a variety of sources, guiding those opportunities through closure in an efficient timeframe, and consistently achieving sales quotas. In a typical month, we expect our Account Executive to manage over 100 active opportunities and close 30 or more deals, spanning long-term security programs to shorter-term professional services engagements. You will use your collaboration and communication skills to convert introductions to calls, transition marketing qualified leads into sales qualified leads, author comprehensive proposals, and close a high volume of deals. This role is fully remote and can be hired anywhere within the UK, Ireland or the Nordics. Responsibilities: Sales Execution: Connect with introductions to book calls, conduct thorough discovery, design collaborative solutions, generate proposals, and close business efficiently with a high win rate. Pipeline Management: Maintain accurate, up-to-date account and opportunity statuses at all times within the HubSpot CRM. Manage the full sales cycle from prospecting to closing and handle post-sales follow-ups to support client satisfaction and retention. Targets & Growth: Achieve or exceed monthly sales targets across both MRR and professional services engagements. Identify prospect needs and align them with service engagements, prioritising standard/packaged services over custom work where appropriate. Client Experience : Present and position our solutions effectively to win over prospects, while managing expectations to deliver an exceptional, welcoming client experience. Build sustainable, long-term relationships with partners and clients to develop mutually beneficial referral pipelines and referenceable logos. Reporting & Collaboration: Provide regular sales reports and forecasts to the management team, highlighting key performance metrics and identifying areas for growth. Collaborate cross-functionally across the organisation to improve services, sales collateral, and contribute to building an industry-leading security and privacy services team. Market Awareness: Stay informed on industry trends, market conditions, and competitor activities to uncover new growth opportunities. Qualifications: 2+ years of relevant sales experience as an Account Executive selling cybersecurity or compliance services/products into the SMB market segment (experience selling to high-tech startups is a plus). Demonstrated capability to rapidly learn a new services portfolio, contribute to sales closings within 30 days, and ramp up to manage a high volume of deals across a diversified portfolio within 3 months. Strong negotiation and communication skills, with a demonstrated ability to drive $1.5M ARR or more annually within an SMB sales environment. A completed or in-progress bachelor's degree in business (or a related field of study), or equivalent professional work experience. Exceptional verbal, written, and presentation skills, with the ability to work effectively both independently and as part of a collaborative team. Ability to thrive in a fast-paced, dynamic environment and balance multiple priorities simultaneously using a variety of cloud software applications. Competency using CRM software (HubSpot), proposal generation tools, office suites, email, Slack, and other cloud-based collaboration tools (e.g., Google Workspace, Confluence, Monday.com). A strong willingness to learn, apply analytical and problem-solving skills, and share thoughtful insights to help strengthen the business. Nice to Have A proactive, growth-oriented mindset with the resilience and determination to navigate a fast-paced environment. A deep passion for your work, strong self-motivation, and the ability to balance company goals harmoniously with personal goals. Benefits: Competitive base salary with uncapped OTE commission options. Equity Fully remote working environment with flexible work arrangements tailored to balance your personal needs. Professional development and continuous learning opportunities. A fun, inclusive, and welcoming company culture that celebrates differences in background and identity. How We Use AI in Our Hiring Process : At Kobalt.io, we value transparency and want you to know exactly how we evaluate candidates: AI Notetaking: We use an AI-powered meeting assistant in all interviews. This tool records, transcribes, and generates summaries of our conversation. This allows our interviewers to be fully present and engaged with you, rather than being distracted by taking manual notes. Information Sharing: These summaries help us accurately share your qualifications and highlights with hiring managers and key stakeholders who may not be on the call. Human-Led Decisions: While our AI tools may provide data points or candidate rankings, humans remain at the helm of our decision-making. We may use these insights as just one piece of information in our evaluation. Your potential is assessed by real people, and the final decision on who moves forward is always made by the hiring team.