Sales Executive - Food/FMCG

Contract Type: Full Time

Location: Hybrid

We identify elite, unconventional talent, Gen Z hackers surfaced through gaming, not degrees or recruitment pipelines, and evaluate them with our proprietary signal engine, HAPTAI (Hacking Aptitude AI). The strongest operators work inside our lab, developing real attacker tradecraft against live environments, and we turn what they find into detection that keeps improving with every engagement. That combination, human tradecraft and compounding AI, makes us a trusted source of attacker behaviour intelligence for companies, critical infrastructure, and government. Cyber and national defence are converging into a single problem, and that is exactly where The Hacking Games operates.

We're looking for an accomplished enterprise cybersecurity sales leader to own and scale revenue across our services, platform and software portfolio, starting with our anchor relationship at Deloitte and our broader commercial enterprises. This is a senior, quota-owning appointment: you'll build senior commercial relationships, originate and close complex opportunities, and grow strategic accounts into substantial recurring revenue, shaping how THG engages enterprise customers and partners around detection and response, threat intelligence, adversary simulation, Black Teaming and ACE, our Adversary Chain Engine.

You'll lead the commercial engagement, supported by our Security Solutions Engineer and technical specialists for deeper discovery and solution design, and turn THG's existing HAPTAI-linked programmes and relationships into durable enterprise business: new customers, broader account penetration, cross-sell, upsell and annuity growth.

• Own and deliver revenue targets across new business, strategic accounts and recurring revenue, acting as the primary sales owner of the Deloitte relationship and THG's wider commercial enterprises.
• Build account plans that identify decision makers, budget ownership, buying priorities and opportunities across practices, service lines and geographies.
• Distinguish between the partner as a customer, a route to market, and a joint solution or service provider, developing the right commercial approach for each.
• Expand initial engagements into wider relationships across THG's services, platform and software portfolio.
• Build a deliberate approach to renewal, cross-sell and upsell, ensuring early wins create a credible path to sustained account growth.
• Lead complex enterprise sales.
• Own the sales cycle from opportunity creation and qualification through discovery, business case development, evaluation, negotiation and close.
• Navigate long sales cycles, competing priorities, multiple budget holders and matrixed organisations without losing momentum or control of the opportunity.
• Build relationships across executive sponsors, technical evaluators, operational users, procurement, legal and finance.
• Negotiate commercial structures that support adoption and growth while protecting margin, delivery feasibility and long-term account value.
• Understand the commercial and operational context of SOCs, SIEM, EDR, XDR, MDR, incident response, threat intelligence and offensive security.

Direct senior client and partner engagement:

• Take ownership of the quality and purpose of THG's senior client interactions, from initial introductions through executive briefings, workshops, demonstrations and commercial negotiations.
• Plan each engagement around the audience, decision required and desired next step, briefing colleagues and coordinating commercial, technical and executive contributors.
• Represent THG with the polish and authority expected by Big Four partners, enterprise leadership teams and government and defence stakeholders.
• Design and lead joint account activity and go-to-market initiatives with partners, including expansion into new countries and joint events that generate pipeline and buyer readiness around Black Teaming and ACE.
• Prioritise opportunities in the UK and Netherlands, using customer demand, partner access and commercial evidence to guide further expansion into other countries.
• Work across all client-facing parts of the business to identify and convert sales opportunities for Services, partnering with the teams closest to our clients rather than relying solely on a fixed book of accounts.
• Establish disciplined qualification, account planning and forecasting, with clear visibility of deal quality, dependencies and commercial risk.
• Develop appropriate sales approaches for services engagements, platform adoption and software subscriptions, including opportunities to combine them.
• Feed market intelligence, competitive insight and customer buying priorities into THG's product, proposition and pricing decisions.
• Remain personally accountable for major deals while building, coaching and leading a small, high-calibre sales team as revenue scales, putting in place the pipeline management, forecasting and sales processes needed to scale predictably.

An established enterprise cybersecurity sales leader:

• A substantial senior-level track record in the cybersecurity market (detection and response, threat intelligence, incident response, offensive security or closely related services/software), recognised by senior customers, partners and industry peers, with an established network and clear evidence of turning relationships into significant commercial outcomes.
• Proven command of complex selling: you've personally originated, negotiated and closed material enterprise opportunities: winning executive sponsorship, navigating competing stakeholder priorities, building persuasive business cases, expanding accounts across business units or geographies, and growing recurring revenue through renewals, cross-sell and upsell.
• Strong new-business instincts, not just account management of what's already signed.
• Intellectual and technical fluency: not a security practitioner, but able to reason strategically with experienced security leaders, understand how security capabilities are bought and evaluated, and connect technology and adversary behaviour to a credible commercial opportunity.
• The ability to build while delivering: comfortable carrying a number personally today while building a sales team and process from scratch as the business scales, eventually recruiting, coaching and leading strong salespeople.
• Willing to travel for strategic customer meetings, partner engagements and relevant events.
• Experience in or strong affinity with the cybersecurity sector is a plus, particularly a genuine interest in the mission of turning unconventional hacking talent into legitimate careers, alongside a clear commitment to building a commercially successful business.