Senior Sales Executive - Azure Cyber Security

About this role

Ontinue is a provider of AI-powered extended managed detection and response (MXDR) services. Its mission is to be a trusted, 24/7, always-on security partner that helps customers use AI to operate more strategically, at scale, and with less risk.
Ontinue combines proprietary AI, human expertise, a collaborative service model, and Microsoft Security expertise to help customers prevent, detect, and respond to threats using the Microsoft Security tools they already own.
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.
Key Responsibilities:
New Logo Acquisition

• Identifyand targetorganisationsundergoing security transformation orseekingtomodernisetheir SOC capabilities.

• Drive new customer acquisition across UK mid-market and enterprise segments.

• Focus on generating net-new revenue by expandingOntinue’sUK customer base.

• Identifynew 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.

• Keepaccuraterecords 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 theOntinuesales process and available sales support resources.

• Use strong product knowledge and technical acumen to conduct effective high-level demonstrations before involving Sales Engineers whereappropriate.

• Connect prospects’ businessobjectivestoOntinuesolutions 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-termobjectives, needs, and pain points.

• Initiate, develop, andmaintainrelationships with decision-makers, C-level executives, senior IT/security leaders, and key stakeholders.

• PositionOntinueas a trusted cybersecurity partner rather than a transactional vendor.

• Act as a customer advocate withinOntinueby routing queries, addressing issues promptly, and supporting customer satisfaction.

• Identifyopportunities for long-term strategic partnerships.
Collaboration and Market Knowledge

• Collaborate with cross-functional teams to support a smooth transition of new customers to Customer Advisory and to ensure customer success and satisfaction.

• Cultivate andleveragerelationships with Channel Partners to source and closeadditionalopportunities.

• 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.

Essential Experience and Skills

• Proventrack recordin new business sales within cybersecurity, managed security services, managed IT services, or SaaS.

• Experience selling into mid-market and enterpriseorganisations.

• 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 levelof 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 salesmethodologyis a plus.

• Bachelor’sdegree in Sales, Marketing, Business, or a related field is preferred.
Candidate Profile
The successful candidate will be a proactive prospector, persistent…