Account Executive, Southern Europe

🏢 WHO WE ARE

A team from Germany with the vision to make advanced network security accessible for everyone

We are a software company developing an open source zero-trust network security platform that is both easy to use and affordable for teams of all sizes and budgets. Our mission is grounded in a simple yet powerful belief: secure private networking is a fundamental right of every modern company.

Since our launch on GitHub in 2021, we have gained trust among thousands of companies seeking secure and seamless solutions for connecting remote employees and infrastructure. By replacing traditional centralized VPNs, the company has become a trusted choice for modern network security, connecting today hundreds of thousands of users and machines worldwide. Our open source, community-driven approach has been a key driver of our success. We listen to our users, and their input helps us make network security better for everyone.

Want to see what we're working on? Check out our GitHub repo at [link for members] or [link for members]

✏️ WHAT YOU WILL DO

As Account Executive for Southern Europe, you'll build the company's business in France, Spain, Portugal, Italy and Greece, with France as your anchor market. Many teams in the region already run the company through our open source and self-serve products, and you'll turn that adoption into annual cloud and self-hosted enterprise contracts while opening new mid-market and enterprise accounts. You own the full cycle, from first touch to signed contract and expansion. You'll report to our Head of Sales and work closely with our Solutions Engineers, Marketing and Product.

You will

• Own the full sales cycle in Southern Europe: prospecting, discovery, demos with a Solutions Engineer, proposals, negotiation and close.

• Turn open source and self-serve users into paying annual customers, using product usage signals to find the right accounts and the right moment.

• Run outbound into mid-market and enterprise companies that want to replace legacy VPNs such as OpenVPN, Cisco AnyConnect, Fortinet or GlobalProtect.

• Sell to technical buyers, from infrastructure and network engineers to security leads, with a clear story on open source, self-hosting and zero trust.

• Build relationships with MSPs, integrators and resellers across the region.

• Meet customers on site, at conferences and at meetups, and join the team in Berlin for regular offsites.

• Keep your forecast and HubSpot data accurate, and bring regional product and pricing feedback back to the team.

• Shape messaging for French-speaking markets with Marketing, including compliance and data sovereignty topics such as NIS2, GDPR and SecNumCloud.

This is a builder role: you'll be the first person dedicated to the region, with a lot of freedom in how you build it and room to grow as the team expands.

🔎 WHAT WE ARE LOOKING FOR

We're looking for a French-speaking Account Executive who loves selling technical products and has built a territory from little or nothing. If you've sold commercial open source, developer-led or security products into France and Southern Europe, we'd especially love to hear from you.

MUST-HAVES

• 3+ years closing new business as an Account Executive in B2B software, with a track record of hitting quota.

• Experience selling networking, security, infrastructure or DevOps software, for example VPN, ZTNA or SASE, identity, firewall or cloud infrastructure.

• Experience with an open source, product-led or freemium model, and turning free users into paying customers.

• Comfortable discussing WireGuard, VPN vs. zero trust, SSO and identity provider integration, Kubernetes and self-hosting with engineers.

• A structured qualification approach such as MEDDPICC.

• Native French, and able to run discovery, negotiations and executive meetings in French.

• Strong written and verbal communication skills in English.

• Self-directed and organised when working remotely, and happy to travel regularly across the region and to Berlin.

• You work AI native. You use AI tools every day, for example to research accounts, prepare discovery calls or draft outreach, and you know where they help and where they don't.

NICE-TO-HAVES

• Spanish, Italian or Portuguese.

• Experience as the first or second Account Executive in a new region at a startup.

• An existing network of IT and security leaders in France, Spain or Italy.

• Experience with channel partners, MSPs or public sector procurement.

• Experience with HubSpot.

🌟 WHAT MAKES YOU A GREAT FIT

These are the values we work by as a team, and what they mean for this role:

• Own the outcome: The region is yours. You build your own pipeline, own your number, and fix what's in the way instead of waiting for it to be fixed.

• Default to candor: You forecast honestly, call out deals that aren't real early, and tell customers clearly what the company does and doesn't do.

• Stay close to the user: You know our product well enough to have credible conversations with engineers, and you bring what customers say back to the team.

😌 WHAT'S IN IT FOR YOU

We know that happy and supported team members build the best products. That's why we offer:

• Competitive compensation including salary and equity.

• Attractive commission plan with no cap on variable pay.

• Fully remote within the region (+/-1 Central European Time), with regular time with the team in Berlin.

• Build a region from day one: real ownership of the territory, and room to grow as we expand our sales team.

• Close collaboration with our Head of Sales, Solutions Engineers, Marketing and Product.

• The essentials done well: team lunches, team events, and health and fitness programs (e.g., Wellpass).

If you don't tick every box, apply anyway.