Senior Sales Executive - Cyber Security

Ontinue is a provider of AI-powered extended managed detection and response (MXDR) services. Its mission is to be a trusted, 24/7, always-on security partner that helps customers use AI to operate more strategically, at scale, and with less risk.

Ontinue combines proprietary AI, human expertise, a collaborative service model, and Microsoft Security expertise to help customers prevent, detect, and respond to threats using the Microsoft Security tools they already own.

Role Overview

As a Senior Sales Executive, you will play a pivotal role in driving Ontinue's expansion across the UK mid-market and enterprise segments. This is a high-impact, net-new business role focused on acquiring new customers, expanding Ontinue's UK customer base, and driving revenue growth.

You will own the end-to-end sales process, from prospecting and qualification through to proposal development, negotiation, closing, and handover. You will position Ontinue's MXDR and Managed Detection & Response services as strategic solutions to modern security challenges, engaging senior decision-makers and building trusted customer relationships.

Key Responsibilities:

New Logo Acquisition

• Identify and target organisations undergoing security transformation or seeking to modernise their SOC capabilities.
• Drive new customer acquisition across UK mid-market and enterprise segments.
• Focus on generating net-new revenue by expanding Ontinue's UK customer base.
• Identify new business opportunities and markets to support revenue growth.

Pipeline Development and Prospecting

• Build, maintain, and manage a strong pipeline of qualified opportunities through proactive prospecting and outbound activity.
• Use a mix of cold calling, email outreach, LinkedIn and social selling, networking, referrals, cybersecurity events, and conferences.
• Build and execute territory plans to support seamless execution of new logo pursuits.
• Collaborate with Marketing and the BDR function on campaign follow-up and lead conversion.
• Keep accurate records of interactions, sales activities, and opportunities in the CRM system.

End-to-End Sales Ownership

• Own prospecting, qualification, discovery, needs analysis, solution positioning, demonstrations, proposal development, commercial negotiation, closing, and handover.
• Convert leads into opportunities and customers by using the Ontinue sales process and available sales support resources.
• Use strong product knowledge and technical acumen to conduct effective high-level demonstrations before involving Sales Engineers where appropriate.
• Connect prospects’ business objectives to Ontinue solutions using value-based messaging and consultative selling methods.
• Overcome objections, negotiate terms and pricing, and close deals to meet or exceed sales targets.

Customer Engagement and Strategic Relationship Building

• Conduct thorough research and capture prospect roadmaps during discovery calls to understand long-term objectives, needs, and pain points.
• Initiate, develop, and maintain relationships with decision-makers, C-level executives, senior IT/security leaders, and key stakeholders.
• Position Ontinue as a trusted cybersecurity partner rather than a transactional vendor.
• Act as a customer advocate within Ontinue by routing queries, addressing issues promptly, and supporting customer satisfaction.
• Identify opportunities for long-term strategic partnerships.

Collaboration and Market Knowledge

• Collaborate with cross-functional teams to support a smooth transition of new customers to Customer Advisory and to ensure customer success and satisfaction.
• Cultivate and leverage relationships with Channel Partners to source and close additional opportunities.
• Work with Pre-Sales Engineers on technical discovery and demonstrations, Marketing on pipeline generation, and Leadership on territory strategy and forecasting.
• Stay current on industry trends, competitor offerings, market and product dynamics, emerging technologies, cybersecurity, and digital transformation.
• Share relevant customer and market feedback internally to improve the company’s offering and go-to-market approach.

Essential Experience and Skills

• Proven track record in new business sales within cybersecurity, managed security services, managed IT services, or SaaS.
• Experience selling into mid-market and enterprise organisations.
• Demonstrated ability to prospect, build pipeline, and close complex deals.
• Experience engaging C-level executives and senior IT/security leaders.
• Strong understanding of value-based and consultative selling methodologies.
• Familiarity with Security Operations (SOC), MDR, XDR, or MXDR services.
• Strong negotiation, communication, and presentation skills.
• Ability to translate complex technical concepts into business-relevant value.
• Self-motivated, results-oriented, resilient, competitive, and able to work independently in a fast-growth environment.
• Strong attention to detail, problem-solving ability, analytical skills, and customer-centric mindset.
• High level of trust and integrity, with the ability to influence partners and customers.
• Fluent English and UK-based.

Preferred Experience

• Experience selling Microsoft security solutions, including Microsoft Defender, Microsoft Sentinel, or related services.
• Familiarity with Microsoft's security ecosystem and modern cloud-based security platforms.
• Experience selling SOC-as-a-Service, MDR, or managed security services.
• An established professional network within the UK cybersecurity or IT leadership community.
• Experience in Microsoft and/or Salesforce environments.
• Familiarity with CRM software, sales tracking tools, SharePoint, Office 365, and process management tools.
• Understanding and prior use of Force Management as a sales methodology is a plus.
• Bachelor’s degree in Sales, Marketing, Business, or a related field is preferred.

Candidate Profile

The successful candidate will be a proactive prospector, persistent pursuer, relationship builder, solution-oriented seller, competitive performer, adaptive thinker, deal closer, market expert, and data-driven strategist. They will combine a hunter mindset with strong customer advocacy, product knowledge, commercial discipline, and cross-functional collaboration.