Senior Sales Executive

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.

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

• Build, maintain, and manage a strong pipeline of qualified opportunities through proactive prospecting and outbound activity.
• Use a mix of cold calling, email outreach, Linked In 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.

• 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.

• 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.

• 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…