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Agent guide: [/agents.md](https://www.wearedevelopers.com/agents.md). --- # Cyber Security Senior Sales Executive (MDR) - **Company:** Ontinue - **Location:** London, UK - **Experience:** Expert - **Contract:** Permanent contract - **Skills:** Software as a Service, Cyber Security, IT Management, Microsoft Security Essentials, Microsoft Office, Salesforce.Com, Microsoft SharePoint, Information Technology, Microsoft Sentinel, Data Pipelines - **Published:** September 8, 2026 - **Apply:** https://www.collegerecruiter.com/job/2840571536-cyber-security-senior-sales-executive-mdr ## About the Role * 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. ## Description 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., * 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. ## Related Videos - [Checkmate: 5 Real Incidents That Can End a Software Company](https://www.wearedevelopers.com/videos/100126-checkmate-5-real-incidents-that-can-end-a-software-company) - [Your Manager Doesn’t Come with a User Manual (But You Can Totally Write One)](https://www.wearedevelopers.com/videos/1495-your-manager-doesn-t-come-with-a-user-manual-but-you-can-totally-write-one) - [Thinking Differently - How to Make Money from Cyber Attacks & Cheats](https://www.wearedevelopers.com/videos/745-thinking-differently-how-to-make-money-from-cyber-attacks-cheats) - [What makes Cybersecurity different for critical infrastructure?](https://www.wearedevelopers.com/videos/571-what-makes-cybersecurity-different-for-critical-infrastructure) - [Cyber Security: Small, and Large!](https://www.wearedevelopers.com/videos/259-cyber-security-small-and-large) - [Security Pitfalls for Software Engineers](https://www.wearedevelopers.com/videos/726-security-pitfalls-for-software-engineers) ## Related Articles - [Events like RSAC Get You CISOs. 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