Prospect, identify, and qualify new SMB customers with a cybersecurity focus through inbound leads, outbound outreach (cold calling, targeted email/LinkedIn sequences), and event follow-ups.
Run structured discovery to validate need, urgency, decision process, technical requirements, and success criteria.
Conduct technical and business needs assessments to understand the client’s security posture and priorities across L3/L4 DDoS, WAAP/WAF, bot mitigation, API security, and adjacent needs (CDN/edge, cloud/edge, AI/infra workloads).
Map stakeholders (Founder/Owner, IT/Security, DevSecOps) and align buying criteria to a clear value case.
Own SMB deals from first meeting to signature: discovery, solution design (with Solutions Engineering), POCs/trials, proposal creation, negotiation, and closing.
Manage multi-threaded conversations and keep cycles moving.
Represent Gcore at local trade shows, webinars, and meetups; capture leads and convert event conversations into pipeline.
Maintain accurate CRM records (activities, notes, pipeline stages, next steps, close dates) and deliver reliable forecasts.
Ensure prospecting, data handling, and communications follow GDPR and security best practices.

2+ years of B2B closing experience (AE or equivalent) in cybersecurity, networking, CDN/edge, cloud, or infrastructure services.
Proven SMB outbound execution: cold calling + sequencing + qualification with measurable results.
Ability to sell technical solutions with support from SEs (POCs/trials, success criteria, stakeholder alignment).
Experience working with a modern CRM (HubSpot preferred) and managing a forecast.
Languages: fluent English is a must.
Nice to have: Prior selling experience in DDoS, WAF/WAAP, bot mitigation, API security, or adjacent edge/CDN security.
Exposure to buyers in hosting, ISPs, gaming infrastructure, SaaS, fintech, or ecommerce.
Experience selling to/through partners (resellers, MSP/MSSP, hosting providers).

GTM Account Executive, SMB, Cybersecurity

Key skills