Who We Are

Bit Sentinel is a well-known Romanian cybersecurity company with 11+ years of experience delivering end-to-end security – from red team operations and penetration testing to 24/7 SOC monitoring, incident response, and compliance advisory. We work with enterprises, SMEs, and public sector organizations across Europe, helping them stay ahead of threats at every level.

We actively shape the European cyber industry through research, community-driven initiatives, and purpose-built platforms – including our own Red Team portal, MDR portal, phishing simulation tool, and CyberEDU, a hands-on cyber range platform for developing real-world security skills.

Innovation isn’t a value on a wall. It’s how we work.

Role Overview

The Senior Cybersecurity Sales Executive will be responsible for managing, developing, and growing a strategic portfolio of accounts and opportunities across multiple verticals, with a primary focus on Red Team services (penetration testing, red team operations, application and code security) which represent the bulk of our delivery, complemented by Blue Team (SOC/MDR, incident response), GRC consultancy, and security awareness programs.

This role requires a special combination of commercial leadership, real technical fluency in offensive and defensive cybersecurity, and the ability to operate independently across the full deal lifecycle – from prospecting and discovery, through scoping and proposal, to contracting, kickoff, and ongoing account development.

The position plays a central role in revenue generation, client retention, and the expansion of our footprint in regulated and high-security environments. The successful candidate will directly contribute to multi-year, high-value opportunities and will represent Bit Sentinel in front of CISOs, CIOs, CFOs, DPOs, and boards across the region.

Key Responsibilities

• Manage and develop strategic client relationships across multiple industries (financial services, telecom, energy, healthcare, public sector, manufacturing, critical infrastructure)
• Lead end-to-end sales cycles for complex cybersecurity engagements, with strong emphasis on Red Team services (penetration testing across web, mobile, cloud, API, infrastructure; red team operations and adversary simulation; secure code review; application security; blockchain and smart contract audits), and Blue Team services (MDR / SOC-as-a-Service; incident response retainers)
• Develop and convert pipeline across the full Bit Sentinel portfolio, including NIS2 readiness, implementation, and audit; GRC advisory; CISO-as-a-Service; security awareness and phishing simulation programs etc.
• Identify and pursue new business in both private and public sectors, including participation in EU-funded programs and public procurement
• Lead complex commercial and technical discussions with executive and technical stakeholders; influence decision-making at CISO and board level
• Own scoping conversations end-to-end – translate client needs into clear engagement boundaries, working hand-in-hand with delivery leads when deeper technical depth is required
• Structure commercial proposals, statements of work, and master service agreements; coordinate contracting and procurement workflows through to signature
• Maintain visibility on delivery milestones for owned accounts, intervening when commercial coordination is needed and ensuring continuity between sales and execution
• Maintain accurate pipeline, forecast, and reporting; contribute to strategic positioning and long-term account planning
• Represent Bit Sentinel at industry events, conferences, and media engagements (DefCamp, sector-specific events, panels)

Required Experience

• 5+ years of proven experience in B2B sales of IT or cybersecurity services (cybersecurity is a plus)
• Proven track record in solution-based, consultative selling with long cycles (3-12 months) and individual deal sizes from €5K into the multi-hundred-thousand range
• Demonstrated experience managing complex, multi-stakeholder accounts where buyers include CISOs, IT directors, legal/DPO, finance, and procurement
• Experience across hunting and account development, cross-sell, retention on recurring engagements
• Direct involvement in public procurement and tenders (technical qualification, eligibility documentation, commercial structuring)
• Experience operating in regulated environments (financial services, energy, healthcare, public sector, or critical infrastructure)

The candidate must be able to independently lead first and second client meetings, conduct structured discovery, articulate the difference between (and recommend among) pentest, red team, purple team, MDR, and consulting engagements – and only escalate to specialist pre-sales support for deep technical validation.

Tools & Practical Skills

• Ability to build and structure commercial offers from scratch (technical scope + commercial structure + assumptions and exclusions), without relying on pre-built templates
• Experience preparing tender documentation (technical proposals, compliance matrices, eligibility documents, administrative dossiers)
• Familiarity with CRM and pipeline tracking tools (HubSpot, Salesforce, Pipedrive, or equivalent)
• Comfortable drafting and reviewing SOWs, MSAs, NDAs, DPAs in collaboration with legal
• Comfortable owning the deal from first email to signed contract, including all interim coordination
• Strong working knowledge of Microsoft Excel / Google Sheets for pricing models, margin calculations, and commercial analysis

Commercial & Strategic Skills

• Strong negotiation and closing capabilities in complex, multi-stakeholder environments
• Advanced pipeline development and management discipline
• Ability to manage high-value opportunities (including multi-year retainers and managed services contracts)
• Strategic account planning, white-space mapping, cross-sell sequencing across the Red / Blue / GRC / Training portfolio
• Ability to balance short-term revenue conversion with long-term account development
• Sound commercial judgment on pricing, scoping risk, and engagement profitability

Cross-Functional Capabilities

This role sits at the intersection of commercial, technical, and delivery functions. The successful candidate will operate across:

• Sales – pipeline generation, discovery, negotiation, closing
• Pre-sales scoping – structuring engagements, validating technical fit with delivery teams
• Contracting – leading commercial negotiations and steering contracts through to signature
• Project coordination – ensuring smooth handoff into delivery and maintaining commercial oversight throughout the engagement lifecycle
• Account development – identifying and expanding cross-sell and renewal opportunities within existing accounts

The candidate is expected to operate with a high degree of ownership and autonomy, with direct access to leadership and to senior technical experts when deeper specialization is needed. This is not a role for someone who needs a large pre-sales bench or a layered approval chain – it is a role for an operator who is comfortable moving fluidly between commercial conversation and technical substance.

Soft Skills & Personal Profile

• Strong executive presence and client-facing confidence
• High level of ownership, accountability, and follow-through
• Structured thinking and clear written communication
• Adaptability in dynamic, fast-moving environments with shifting priorities
• Comfortable working independently while maintaining alignment with leadership and delivery teams
• Strong relationship-building skills; the kind of person who can be trusted by both a CISO and a junior pentester
• Integrity and discretion – we operate in sensitive environments where trust is the product

Ideal Background

Candidates with the following backgrounds will be considered with strong interest:

• Prior sales experience at a cybersecurity services firm, MSSP, or Big 4 cyber advisory practice 
• Prior experience at a cybersecurity vendor or distributor with services attach 
• Technical-to-commercial transition profile: former pentester, SOC analyst, consultant, or pre-sales engineer who has moved into a commercial role
• Familiarity with EU cybersecurity policy frameworks (NIS2, DORA, Cyber Resilience Act, AI Act) and EU funding instruments
• Active participation in the cybersecurity community (DefCamp, OWASP, ISACA, (ISC)², regional security meetups)
• Industry certifications

Languages: Romanian fluency required for local market work. English at professional level required for international clients, partners, and EU programs. Additional CEE languages are an advantage.

Transition & Onboarding

Given the complexity of our service portfolio and the criticality of client relationships, a structured onboarding period is essential. The selected candidate will:

• Begin in joint involvement mode across existing accounts, active opportunities, and pipeline, with shadowing across Red Team, Blue Team, GRC, and Training delivery
• Gradually take full ownership as familiarity with services, clients, and internal workflows increases
• Receive structured support to understand our scoping logic, pricing approach, engagement playbooks, and key client dynamics
• Be paired with a technical buddy from delivery for ongoing fluency reinforcement
• Have direct access to founder-level leadership for strategic decisions and escalation

A realistic runway of 6-9 months is expected for the candidate to operate fully independently across the portfolio.

Organizational Consideration

Given the breadth of responsibilities – spanning commercial leadership, scoping, contracting, and account coordination – this role is designed for a versatile senior operator who can move flexibly across functions. Specialist support (pre-sales engineering, legal, delivery leads) is available from the wider team, but the candidate is expected to own the deal end-to-end and exercise judgment on when and how to engage specialists.

Success Criteria

• Successful integration into the existing client portfolio with no disruption to relationships, delivery, or revenue
• Sustained pipeline growth across Red Team, Blue Team, GRC, and Training service lines
• Achievement of quota with healthy mix between new customer acquisition and account expansion
• Strong client retention and demonstrable cross-sell into existing accounts
• Effective collaboration with delivery, technical, and leadership teams
• Ability to operate independently across the full sales cycle within 6-9 months

Benefits package

• Flexible Hybrid Work: Balance your professional and personal life with a flexible schedule that combines the best of remote work and in-office collaboration.
• Comprehensive Health & Wellness: Your well-being is our priority. We provide private medical insurance for you and a family member, supplemented with daily meal tickets.
• Dedicated Growth Budget: We invest in your expertise. You’ll receive a generous annual budget for professional development, including industry-leading certifications and specialized training tailored to your career goals.
• Impactful Career Trajectory: This isn’t just a job; it’s a career path. As a key member of a growing, dynamic organization, you’ll work on a diverse portfolio of clients and have a clear runway for future advancement.
• Competitive Compensation & Rewards: We believe in recognizing great work. You’ll receive an attractive salary, a transparent performance-based bonus scheme, and regular incentives like gift vouchers.
• A Supportive & Collaborative Culture: Join a close-knit team of professionals in a friendly environment where your voice is heard. We build our community through fun, seasonal team-building activities that foster strong working relationships.

Other projects that we are proud of

• CyberEDU, a spin-off of Bit Sentinel – a next-gen cyber range as a service which is being used to host UNbreakable Romania, the National Cyber Security Olympics and the Romanian Cyber Security Challenge, while providing hands-on training and labs for Universities & Companies
• We deliver incident response, trainings and exercises and preparedness services for European Union Agency for Cybersecurity under Cybersecurity Support Action 
• Phish Enterprise, a spin-off of Bit Sentinel – empower employees with cybersecurity training and phishing simulations to defend against cyber threats
• Participating in CYRESRANGE: Cyber Ranges Resiliency Networks
• Participating in ECYBRIDGE: strengthening synergies in defence and civilian cybersecurity
• Participated in RESISTO project: an innovative solution for Communication Critical Infrastructures holistic situation awareness and enhanced resilience
• Technical coordinator for the National Phase & Selection of National Teams of European Cyber Security Challenge, one of the most important cybersecurity competitions from Europe

How to contact us

We are really excited that you consider applying for your future career in cybersecurity at Bit Sentinel. Please fill out the form and we will get back to you asap. 🙂