Direct Prospecting

• Build and manage a personal target-account list.
• Identify relevant organizations and decision-makers within FIOR's target markets.
• Conduct systematic outbound prospecting using telephone, email, LinkedIn, and other appropriate channels.
• Develop tailored approaches based on the prospect's sector, technology environment, and likely security requirements.
• Generate a significant proportion of pipeline independently rather than relying exclusively on centrally generated leads.

New Business Sales

• Take commercial ownership of appropriate opportunities from first engagement to close.
• Present FIOR's commercial proposition clearly and confidently.
• Coordinate technical support from FIOR specialists where deeper product expertise is required.
• Prepare proposals and commercial quotations.
• Manage objections and commercial negotiations.
• Progress opportunities actively rather than acting simply as an appointment-setting function.
• Achieve agreed targets for qualified pipeline, new customers, and closed revenue.

Pipeline Management

• Maintain accurate and current CRM records.
• Record customer interactions, next actions, opportunity values, and expected closing dates.
• Maintain appropriate pipeline coverage against revenue targets.
• Provide reliable forecasts and pipeline reporting.
• Analyze conversion rates and continually improve prospecting and follow-up methods.

About You

You will ideally have:

• At least two years' experience in direct B2B technology sales, preferably within SaaS, cybersecurity, cloud, infrastructure, identity, networking, or enterprise software.
• Evidence of personally generating new business rather than relying entirely on inbound opportunities.
• Experience of telephone-based and digital outbound prospecting.
• Evidence of progressing opportunities through a structured sales process.
• Strong commercial instincts and a demonstrable appetite for closing business.
• A reasonable technical understanding of cybersecurity concepts.
• Familiarity with fundamental AI concepts and how enterprises are beginning to deploy generative and agentic AI.
• The ability to understand and explain technically differentiated products without relying on marketing scripts.
• Confidence communicating with senior executives and technical stakeholders.
• Strong written and verbal communication skills.
• Experience using modern CRM, prospecting, and sales-enablement tools.
• Knowledge of identity and access management, Zero Trust, AI agents, AI governance, network security, cloud security, or machine identity would be advantageous, but is not essential.

What We're Looking For

You will be highly commercially motivated, persistent, intellectually curious, and comfortable working independently in an early-stage technology company.

You should be comfortable making a substantial volume of outbound calls while also being capable of moving into more detailed enterprise sales conversations.

We are looking for someone motivated not only by individual earnings but also by the opportunity to help build a substantial new technology business.

The emphasis at FIOR is on commercial outcomes rather than activity for activity's sake. Calls, emails, and meetings are important inputs, but pipeline and revenue are the principal measures of success.

Career Development

This role is intended to provide a route into a full Account Executive position. An SDR / New Business Executive who demonstrates the ability to create and close material opportunities should be capable of progressing rapidly into a position with greater responsibility for enterprise accounts and a correspondingly larger revenue target.

Compensation

• Base salary: £45,000–£50,000
• OTE: £75,000–£90,000
• Equity/options: 0.1%–0.2%
• Commission above quota: Uncapped
• Accelerators for performance above quota
• Location: UK – Hybrid/Remote
• Employment: Full-time