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Salary: EUR 80,000 - 95,000 / annual
HarfangLab is a French cybersecurity scale-up founded in 2018, developing a unified platform powered by AI and a lightweight agent. The company offers EDR (Endpoint Detection and Response), EPP (Endpoint Protection Platform), ASM (Attack Surface Management), ITDR (Identity Threat Detection and Response), and Email Security solutions. HarfangLab's EDR was the first certified by ANSSI in 2020 and the first to obtain ANSSI qualification in 2025. The company has grown from 40 employees in 2023 to 140 today, backed by €30 million in funding, and protects over 1,000 clients across all sectors including CAC 40 industrial companies, government entities, hospitals, and local authorities.
You will join the Sales team as an Account Manager responsible for driving customer retention, expanding strategic accounts, and identifying new business opportunities within your territory. You will own the retention, growth, and long-term success of a portfolio of customers, including strategic enterprise accounts.
Key responsibilities include:
- Own renewal strategy and execution across your assigned territory; manage and grow a portfolio of commercial and enterprise customers
- Build trusted relationships with key stakeholders including C-level executives, CISOs, IT leaders, and procurement teams
- Identify renewal risks and implement mitigation plans
- Develop and execute account plans to maximize customer retention and growth
- Identify and drive upsell and cross-sell opportunities within existing accounts
- Expand HarfangLab's footprint across business units, subsidiaries, and departments
- Lead commercial discussions and negotiations through to contract signature
- Collaborate with channel partners to generate and close business opportunities
- Partner with Account Executives, Customer Success Managers, and Sales Engineers to deliver seamless customer experience
- Maintain accurate forecasts, pipeline visibility, and account data within Salesforce
Success will be measured by customer renewal rate, Net Revenue Retention (NRR), expansion revenue generated through upsell and cross-sell, growth within strategic accounts, opportunities developed through channel partners, Salesforce forecast accuracy, account plan execution, and customer satisfaction levels.
The office is located in the heart of Paris near Bourse (75002). The company provides high-performance equipment (Mac/PC, additional screens), regular team events including seminars and themed evenings, and a structured onboarding process with a mentor.
REQUIREMENTS:
- Bachelor's or Master's degree in Business, Sales, or related field
- At least 3 years of experience selling cybersecurity solutions, ideally in B2B SaaS environment
- Proven experience managing and growing a customer portfolio with responsibility for renewals and account expansion
- Experience working with enterprise customers and navigating complex sales cycles
- Demonstrated success in driving upsell, cross-sell, and account growth initiatives
- Experience building account plans and engaging multiple stakeholders within large organizations
- Previous exposure to channel sales, partner management, or indirect sales models (highly desirable)
- Good understanding of cybersecurity concepts, market dynamics, and customer challenges
- Proficiency with Salesforce or comparable CRM platform
- Excellent written and verbal communication skills
- Strong relationship-building and stakeholder management capabilities
- Customer-centric mindset with strong commercial drive
- Ability to influence and engage senior decision-makers
- Strong organizational, planning, and forecasting skills
- Autonomous, proactive, and results-oriented
- Collaborative team player comfortable working across departments
- Genuine interest in cybersecurity and technology
