We are Bugcrowd. Since 2012, we’ve been empowering organizations to take back control and stay ahead of threat actors by uniting the collective ingenuity and expertise of our customers and trusted alliance of elite hackers, with our patented data and AI-powered Security Knowledge Platform™. Our network of hackers brings diverse expertise to uncover hidden weaknesses, adapting swiftly to evolving threats, even against zero-day exploits. With unmatched scalability and adaptability, our data and AI-driven CrowdMatch™ technology in our platform finds the perfect talent for your unique fight. We aim to create a new era of modern crowdsourced security that outpaces threat actors. Unleash the ingenuity of the hacker community with Bugcrowd, visit www.bugcrowd.com. Based in San Francisco and New Hampshire, Bugcrowd is supported by General Catalyst, Rally Ventures, Costanoa Ventures, and others.
Job Summary
The Mid-Market Account Executive (AE) at Bugcrowd is responsible for developing and executing a strategic sales plan to acquire new mid-market customers and expand existing relationships within a defined ICP in the European Market. You will be instrumental in positioning Bugcrowd's platform and services as essential components of a modern, proactive security strategy for growing organizations.
Essential Duties and Responsibilities
- Drive the full sales cycle from prospecting and lead qualification to negotiation and closing deals within the mid-market segment across EMEA.
- Develop and maintain a strong understanding of the cybersecurity landscape, competitive offerings, and Bugcrowd's unique value proposition.
- Establish strong relationships with key stakeholders, including CISOs, IT Directors, Security Managers, and technical teams.
- Establish and maintain strong relationships within our community of Resellers and Distributors to drive new business via a Channel-First sales motion
- Accurately forecast sales opportunities and maintain a robust pipeline using CRM tools (e.g., Salesforce).
- Collaborate cross-functionally with Sales Engineering, Customer Success, and Product teams to ensure a seamless customer experience.
- Create and deliver compelling, customized sales presentations and demos that clearly articulate the ROI of Bugcrowd's solutions.
- Represent Bugcrowd at EMEA industry conferences, trade shows, and regional networking events to build brand awareness and generate new leads.
- Negotiate contracts and commercial terms effectively, ensuring favorable outcomes for both the customer and Bugcrowd.
Education, Experience, Knowledge, Skills, and Abilities
- 3+ years of successful quota-carrying sales experience selling B2B SaaS solutions, preferably in the cybersecurity, DevOps, or risk management space.
- Demonstrated history of consistently achieving or exceeding annual sales targets within a Mid-Market or Commercial segment.
- Experience managing fast-to-medium paced sales cycles (3–6 months) and navigating multi-threaded stakeholders in growing businesses.
- Proven ability to prospect, build an active pipeline, and close net-new business independently.
- Strong understanding of modern security testing methodologies (e.g., pen testing, bug bounty, vulnerability disclosure).
- Excellent written and verbal communication skills, with a deep understanding of the UK business culture and corporate landscape.
Preferred Experience
- Prior experience selling crowdsourced security, including Penetration Testing, Red Teaming, Bug Bounty, or Attack Surface Management solutions.
- Familiarity with Salesforce and modern sales engagement/outreach tools.
- Proficiency in common sales methodologies, particularly MEDDPICC
- A university degree or equivalent practical business experience.
Working Conditions and Physical Requirements
- The ideal candidate must be able to complete all physical requirements of the job with or without reasonable accommodation.
- Sitting and / or standing - Must be able to remain in a stationary position 50% of the time.
- Carrying and / or lifting - Must be able to carry / move laptop as needed throughout the work day.
- Environment - Remote, work-from-home 100% of the time within the United Kingdom.
Compensation & Benefits
At Bugcrowd, we strive for fairness, equality and to create an environment that allows our people to perform at their very best. Our compensation philosophy is to foster a collaborative community that rewards, attracts and retains the best possible talent.
- Base Salary Range: Competitive base salary tailored to UK market rates, dependent on experience and location.
- Commission: This position participates in a competitive, uncapped commission plan tied to performance targets.
- Benefits: Bugcrowd offers a comprehensive benefits package in the UK, including private medical insurance, pension contributions, and remote-work allowances.
Culture
- At Bugcrowd, we understand that diversity in the workplace is vital to a company’s success and growth. We strive to make sure that people are included and have a sense of being part of making Bugcrowd not only a great product but a great place to work.
- We regularly hear from both customers and researchers that Bugcrowd feels like a family, and we strive to maintain that internally as well.
- Our team consists of a broad range of people: musicians, adventure sports junkies, nature lovers, parents, cereal enthusiasts, night owls, cyclists, artists—you get the point.
At Bugcrowd, we are solving security threats and vulnerabilities that are relevant to everyone, therefore we believe solving these problems takes all kinds of backgrounds. We value the perspectives and experiences people from underrepresented backgrounds bring.
Disclaimer
This position has access to highly confidential, sensitive information relating to the technologies of Bugcrowd. It is essential that the applicant possess the requisite integrity to maintain the information in the strictest confidence.
The company is authorized to obtain background checks for employment purposes under state and federal law. Background checks will be conducted for positions that involve access to confidential or proprietary information (including trade secrets).
Background checks may include Social Security verification, prior employment verification, personal and professional references, educational verification, and criminal history. Applicants with conviction histories will not be excluded from consideration to the extent required by law.
Any personal data you submit in connection with your application will be processed in compliance with Bugcrowd's Privacy Policy, which you may review here: https://www.bugcrowd.com/privacy.
Equal Employment Opportunity:
Bugcrowd is EOE, Disability/Age Employer.
Individuals seeking employment at Bugcrowd are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation.
Bugcrowd is committed to the full inclusion of all qualified individuals. In keeping with our commitment, Bugcrowd will take the steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact HR at ADA at bugcrowd.com.
Apply at: https://www.bugcrowd.com/about/careers/
