Own and close enterprise deals by navigating complex cybersecurity buying processes and building trust with senior security stakeholders.

Key Responsibilities

• Own the full enterprise sales cycle from initial outreach and discovery to contract signature

• Run structured discovery calls focused on customer pain points, security maturity, and decision-making processes

• Understand customer security challenges and articulate Arcanna’s value in business and operational terms

• Lead and manage long sales cycles typical for enterprise cybersecurity platforms and services

• Engage with senior decision-makers including CISO, CIO, Head of Security, SOC Directors, and enterprise stakeholders

• Coordinate internal resources (product, technical, leadership) during sales cycles

• Deliver executive-level presentations and commercial product demos (with technical support when needed)

• Manage pipeline, forecasting, and deal progression accurately in CRM

• Navigate procurement, legal, compliance, and security review processes

Required Experience & Background

• 5+ years of experience as an Account Executive selling enterprise B2B solutions

• Proven track record of closing complex, long-cycle enterprise deals

• Experience selling enterprise cybersecurity platforms or security services, with a structured, qualification-driven approach (ideally MEDDPICC)

• Strong experience working with enterprise buying committees and multi-stakeholder deals

Industry Experience

• Strong understanding of:

• Enterprise cybersecurity landscape
• Security buying processes and decision-making structures
• How CISOs and security leaders evaluate platforms and vendors
• Experience selling into regulated or security-sensitive environments
• Familiarity with AI-driven platforms or advanced analytics is a plus

Key Skills

• Strong consultative and discovery-led selling skills

• Ability to learn new products quickly and position value clearly

• Experience managing long, complex sales cycles

• Executive communication and stakeholder management skills

• Commercial mindset with strong closing discipline

• High ownership, self-driven, and comfortable working in fast-moving environments

Why Arcanna

• Work at the intersection of AI and cybersecurity, one of the hottest and most meaningful tech verticals today.
• Join a startup in scale mode, with direct mentorship from founders, sales leaders, and product.
• Contribute to a category-defining platform, working with Fortune 500 prospects and global MSSPs.
• Hybrid flexibility, Cluj or Bucharest based team, and direct exposure to international go-to-market strategy.
• We value growth, autonomy, and clarity, and we’ll invest in your development.

Become a part of our team and help us deliver an unparalleled level of cybersecurity that combines the best of human expertise and advanced AI technology. Join us in revolutionizing the approach to cybersecurity and making the digital world a safer place.

Send us your CV at: contact@arcanna.ai

Note: Only shortlisted candidates will be contacted.