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
- Identify and target organisations undergoing security transformation or seeking to modernise their SOC capabilities.
- Drive new customer acquisition across UK mid-market and enterprise segments.
- Focus on generating net-new revenue by expanding Ontinue’s UK customer base.
- Identify new 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.
- Keep accurate records 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 the Ontinue sales process and available sales support resources.
- Use strong product knowledge and technical acumen to conduct effective high-level demonstrations before involving Sales Engineers where appropriate.
- Connect prospects’ business objectives to Ontinue solutions 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-term objectives, needs, and pain points.
- Initiate, develop, and maintain relationships with decision-makers, C-level executives, senior IT/security leaders, and key stakeholders.
- Position Ontinue as a trusted cybersecurity partner rather than a transactional vendor.
- Act as a customer advocate within Ontinue by routing queries, addressing issues promptly, and supporting customer satisfaction.
- Identify opportunities 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 and leverage relationships with Channel Partners to source and close additional opportunities.
- 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
- Proven track record in new business sales within cybersecurity, managed security services, managed IT services, or SaaS.
- Experience selling into mid-market and enterprise organisations.
- 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 level of 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 sales methodology is a plus.
- Bachelor’s degree in Sales, Marketing, Business, or a related field is preferred.
Candidate Profile
The successful candidate will be a proactive prospector, persistent pursuer, relationship builder, solution-oriented seller, competitive performer, adaptive thinker, deal closer, market expert, and data-driven strategist. They will combine a hunter mindset with strong customer advocacy, product knowledge, commercial discipline, and cross-functional collaboration.
Next Steps
If you have the skills and experience required and feel that Ontinue is a place where you can belong, we would love to get to know you better. Please submit an application and our talent acquisition team will be in touch to discuss further. Learn more at www.ontinue.com.