Job Description

What You’ll Do

  • Prospecting & Qualification (Outbound + Inbound)
  • Prospect, identify, and qualify new SMB customers with a cybersecurity focus through inbound leads, outbound outreach (cold calling, targeted email/LinkedIn sequences), and event follow-ups.
  • Run structured discovery to validate need, urgency, decision process, technical requirements, and success criteria.
  • Technical + Business Discovery
  • Conduct technical and business needs assessments to understand the client’s security posture and priorities across L3/L4 DDoS, WAAP/WAF, bot mitigation, API security, and adjacent needs (CDN/edge, cloud/edge, AI/infra workloads).
  • Map stakeholders (Founder/Owner, IT/Security, DevSecOps) and align buying criteria to a clear value case.
  • Full-cycle SMB Sales Ownership
  • Own SMB deals from first meeting to signature: discovery, solution design (with Solutions Engineering), POCs/trials, proposal creation, negotiation, and closing.
  • Manage multi-threaded conversations and keep cycles moving.
  • Events & Partner Motion
  • Represent Gcore at local trade shows, webinars, and meetups; capture leads and convert event conversations into pipeline.
  • Where relevant, cooperate with hosting/ISP/agency partners to unlock SMB demand.
  • Forecasting, Reporting & Hygiene
  • Maintain accurate CRM records (activities, notes, pipeline stages, next steps, close dates) and deliver reliable forecasts.
  • Track performance metrics and iterate on outreach, qualification, and POC playbooks based on conversion data.
  • Compliance & Data Handling
  • Ensure prospecting, data handling, and communications follow GDPR and security best practices.

Qualifications

What We’re Looking For

  • 2+ years of B2B closing experience (AE or equivalent) in cybersecurity, networking, CDN/edge, cloud, or infrastructure services.
  • Proven SMB outbound execution: cold calling + sequencing + qualification with measurable results.
  • Ability to sell technical solutions with support from SEs (POCs/trials, success criteria, stakeholder alignment).
  • Experience working with a modern CRM (HubSpot preferred) and managing a forecast.
  • Languages: fluent English is a must.

Nice to have

  • Prior selling experience in DDoS, WAF/WAAP, bot mitigation, API security, or adjacent edge/CDN security.
  • Exposure to buyers in hosting, ISPs, gaming infrastructure, SaaS, fintech, or ecommerce.
  • Experience selling to/through partners (resellers, MSP/MSSP, hosting providers).