GTM Account Executive (SMB, Cybersecurity)
What You’ll Do
Prospecting & Qualification (Outbound + Inbound)
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.
Technical + Business Discovery
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.
Full-cycle SMB Sales Ownership
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.
Events & Partner Motion
Represent Gcore at local trade shows, webinars, and meetups; capture leads and convert event conversations into pipeline.
Where relevant, cooperate with hosting/ISP/agency partners to unlock SMB demand.
Forecasting, Reporting & Hygiene
Maintain accurate CRM records (activities, notes, pipeline stages, next steps, close dates) and deliver reliable forecasts.
Track performance metrics and iterate on outreach, qualification, and POC playbooks based on conversion data.
Compliance & Data Handling
Ensure prospecting, data handling, and communications follow GDPR and security best practices.
Qualifications
What We’re Looking For
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).
Additional Information
Benefits
At Gcore, we want you to do your best work and enjoy the journey. Our benefits are designed to support your growth, well-being, and life beyond work:
- Competitive compensation
Flexible working hours and hybrid or remote options, depending on your role
Work from anywhere in the world for up to 45 days per year
Private medical insurance for you and your family*
Extra paid vacation and sick leave days*
Support for life’s important moments and celebrations
Language courses to help you connect and grow
Modern, welcoming offices with snacks, drinks, and entertainment*
Team sports and social activities*
*Benefits may vary depending on your location.
Equal Opportunity Employer
We provide equal opportunity to all applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity, gender expression, national origin, disability, or any other legally protected characteristics.