Role Description As a Senior Enterprise Sales Executive at Dragos, you’ll be at the forefront of driving revenue growth in your assigned territory. Your mission: win new business, expand strategic partnerships, and champion our full suite of cybersecurity solutions—including the Dragos Platform, Threat Intelligence and Professional Services. This role isn’t just about closing deals; it’s about building lasting relationships in the ICS/OT market, solving complex security challenges, and positioning Dragos as the trusted leader in the DACH region. This role requires a strategic thinker who thrives in a fast-moving environment, taking ownership of complex deals and driving impact without excessive oversight. You'll report to the VP of International Sales. Responsibilities - Identify, qualify, and secure new enterprise accounts within assigned territories, driving predictable revenue growth according to the Dragos GTM strategy. - Develop and execute strategic account plans, ensuring long-term alignment between client needs and Dragos' solutions. - Build and manage complex, multi-stakeholder sales cycles at both plant level and corporate level. Successfully navigate enterprise procurement processes. - Promote and sell Dragos' full suite of solutions including the Dragos Platform, Threat Intelligence and Professional Services with a consultative approach. - Maintain deep engagement across critical industries, including energy, manufacturing, utilities, and other infrastructure sectors. - Collaborate cross-functionally with Solution Architects, Marketing Professionals, Channel Managers and Executives to refine strategy and execution. - Partner with OEMs and channel partners to amplify business opportunities. - Drive predictable forecasting and pipeline management using methodical sales frameworks (e.g., MEDDPICC, Value Selling). - Craft compelling ROI narratives that demonstrate measurable business value, making it easy for customers to justify investment. Qualifications - 7+ years of enterprise sales experience in cybersecurity, ideally with exposure to the ICS/OT market. - Proven ability to navigate enterprise buying processes, including budget management, stakeholder influence and procurement cycles. - Strong relationships with C-level executives and experience managing multi-stakeholder negotiations. - Track record of quota attainment in new ARR within complex accounts. - Experience working with channel partners, including OEMs, VARs, Distributors, and GSIs. - Technical awareness of threat intelligence, vulnerability management, and cybersecurity risk strategies, with an ability to translate technical concepts into business value discussions. - Proficient in conducting strategic discovery conversations to uncover prospects’ needs, pain points and business objectives, ensuring solutions are tailored to maximum value. - A collaborative and team-driven mentality, with the ability to challenge and influence effectively in high-stakes negotiations. - Adaptability in fast-paced startup environments, demonstrating ownership, problem-solving and resourcefulness. Compensation - OTE: €280,000 - Competitive Equity Package - Comprehensive Benefits Plan Company Description Dragos is on a relentless mission to defend industrial organizations that provide us with the necessities of modern civilization; running water, functioning electricity, and safe industrial working environments. As the market leader in ICS/OT Cybersecurity, we are dedicated to arming our customers with best-in-class technology, threat intelligence, and services to protect their systems as effectively and efficiently as possible. We’re a remote-first culture with operations in North America, Europe, the Middle East, and APAC. We’re looking for mission-oriented teammates who embody our core values of authenticity, transparency, and trust. Are you ready to make a difference? Come join a mission that can save the world!

• Manage an average portfolio of ~100 customer accounts, with approximately $16M in revenue responsibility, ensuring profitable growth across the book of business. • Drive revenue by proactively identifying and pursuing programmatic and incremental opportunities across the full account hierarchy (site-level, end-user, and enterprise-wide). • Partner closely with Outside Developers to increase sales and ensure program compliance across all customer locations. • Leverage prescribed sales tools (e.g., Prioritized Insights, Tenfold, Salesforce (SFDC)) to prioritize activities, improve efficiency, and document customer interactions and insights. • Collaborate with category experts and customer support teams to execute account plans and deliver best-in-class service to customers. • Work in partnership with the Revenue Management Team to evaluate opportunities and make discretionary pricing decisions, informed by account knowledge and future spend potential; ensure accurate execution of BPIs in accordance with contract terms. • Demonstrate strong business acumen and sales expertise to uncover incremental opportunities at both master and site levels, while maintaining awareness of the competitive landscape. • Develop deep understanding of customer industry purchasing processes, enabling effective product selection guidance and standardization of SA.com product assortments. • Lead implementation and ramp-up of new and existing customer programs, driving adoption and compliance to maximize value realization. • Engage the Customer Support Center (CSC) to proactively manage the customer experience and resolve maintenance or service-related requests. • Build and maintain strategic relationships with senior executive stakeholders within the customer base to strengthen partnerships and drive long-term growth.

About Airwallex Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 200,000 businesses worldwide - including Brex, Rippling, Navan, Qantas, SHEIN and many more - with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale. Proudly founded in Melbourne, we have a team of over 2,200 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you're ready to do the most ambitious work of your career, join us. Attributes We Value We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you're motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero-to-one ideas into real products, and you "get stuff done" end-to-end. You use AI to work smarter and solve problems faster. Here, you'll tackle complex, high-visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let's build what's next. About the team The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers. What you'll do Airwallex is seeking driven Account Executives to join our SME & Growth Business team in the Americas. You will help further our expansion in the US SME market, serving customers across key verticals such as ecommerce, SaaS, professional services, and other technology-enabled businesses. In this role, you will lead the full sales cycle from prospecting through negotiation, close, and initial ramp, coordinating internal stakeholders to support a smooth onboarding and strong customer outcomes. You'll translate complex products into clear business value for SME customers. You will also represent Airwallex at relevant industry events and engage with technology partners that complement our product suite. We operate in a hybrid work environment, requiring presence in the office at least three days per week. This role is based in San Francisco. Responsibilities: - Drive the full sales cycle from prospecting to closing deals, including ramping and early customer success. - Develop deep product expertise in Airwallex's platform and technical solutions, particularly for payments acceptance, cross-border payments, billing or spend management, to effectively serve SME and Growth customers across verticals such as ecommerce, SaaS, technology, professional services, etc. - Exceed revenue targets through strategic positioning of our financial technology suite. - Conduct technical and commercial consultations to identify client needs and propose tailored solutions. - Collaborate with legal, finance, and strategy teams to negotiate and execute partnership agreements and commercial contracts. - Contribute to the refinement of sales processes to enhance efficiency and scalability, including developing new verticals and enhancing our sales motion. - Set the standard for excellence within our sales function through exemplary performance, documentation of best practices, and teamwork. Who you are We're looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory. Minimum qualifications: - Minimum 3 years of outbound B2B sales experience in fintech, payments, or adjacent technologies, with proven success selling into small businesses. - Track record of exceeding sales targets in a technical or solution-based selling environment. - Experience selling to one or more of the following: ecommerce, SaaS / subscription businesses, spend management or finance teams, or other technology-enabled / professional services verticals. - Proven track record of consistent pipeline generation and outbound efforts. - Proficiency with CRM systems (for example, Salesforce) and sales enablement tools. - Excellent analytical, written, and verbal communication skills. - Bachelor's degree or equivalent professional experience. Preferred qualifications: - Experience in or strong exposure to the fintech ecosystem, such as payments, FX, or related financial infrastructure. - Deep understanding of common challenges faced by SME & Growth companies operating or expanding internationally. - A customer-focused, consultative approach to sales. - Strategic thinker capable of engaging in high-level partnership and commercial strategy discussions. - Solution-oriented problem-solver with a "Figure It Out" mentality. - Adept at balancing multiple priorities in a dynamic, high-growth environment. - Self-motivated with a strong sense of accountability for achieving key performance indicators. - Track record of contributing to new product launches, new vertical plays, or market expansions. Applicant Safety Policy: Fraud and Third-Party Recruiters To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page. Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary. Equal opportunity Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don't regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know. #BI-Hybrid

• Answer incoming calls from potential customers in a fast-paced environment and outbound as well • Build rapport, assess customer needs, and recommend appropriate products and services • Clearly explain features, pricing, and benefits to maximize order value • Confidently and professionally handle objections using proven sales techniques • Accurately enter customer and order details into CRM systems • Make follow-up calls on non-converted inquiries • Meet or exceed daily and weekly sales goals and quality metrics • Collaborate with supervisors and team members to continuously improve performance