Senior Enterprise Account Executive (New York/New Jersey)

Role Purpose & Impact

The Enterprise Account Executive primarily is a hunter sales role focused on selling Druva's Data Center solutions to new prospects and existing customer accounts within a defined sales territory. The ideal candidate should be highly motivated, a self-starter, detail oriented, process driven and consultative in your sales approach.

You should have a consistent track record of success in achieving new customer objectives selling directly through partners and exceeding revenue targets. In addition, you should be comfortable selling a solution and technologies within a SaaS, startup environment to IT contacts at a variety of levels within an organization.

Sales responsibilities include territory / pipeline management, opportunity identification, analyzing IT backup, access and collaboration requirements for mid-market enterprise clients, leading demonstrations, presentations and providing rapid response along with the Solutions Engineer to outstanding technical questions to ensure optimal customer support and service in the sales process.

What You'll Do

• Focus on increasing market share for Druva's products through prospecting to accounts within assigned region
• Leverage MEDDPICC to drive visibility and communicate what you need from the business to win
• Plan, coordinate and deliver web-based and onsite product demos
• Convert prospects into sales by differentiating from the competition
• Work with System Engineers to prepare account strategies and plans
• Partner with the channel to drive incremental revenue
• Prepare activity and forecast reports as requested and prepare and participate in QBR's
• Prepare and execute a thorough business plan
• Maintain up-to-date knowledge of Druva's competitive positioning in the marketplace
• Meet or exceed assigned yearly revenue quota

What Makes You a Great Fit

• College Degree
• 12+ years of sales experience in enterprise software sales (Backup or SaaS experience a plus). 12 + years of sales overall.
• Demonstrate success within a small company environment: We will want to see strong and consistent earnings background
• Excellent understanding of the sales process, and the ability to develop and execute a successful sales campaign
• Possess a strong network, both with end-users and VARs local to the region
• Driven, highly motivated to succeed in environments that may lack process
• Excellent organizational skills and strong technical acumen
• Backup experience is a requirement, security experience is a strong plus

What Success Looks Like in this Role

Success means consistently owning and growing your territory through predictable, high-quality execution. You effectively balance expanding existing accounts with adding new logos, building trusted relationships with IT and security leaders and positioning Druva as a strategic partner.

You operate as a strong partner to your dedicated Systems Engineer, lead disciplined discovery, guide customers through value-based buying decisions, and maintain a healthy, well-managed pipeline with accurate forecasts. You collaborate closely with Customer Success and channel partners to drive renewals, expansions, and long-term retention.

You are also a dependable, high-integrity team member who shows up prepared, contributes to a strong team culture, and helps elevate the overall performance of the Enterprise Team.

• Consistent overachievement of net-new revenue targets for the assigned territory.
• Cultivating a high-performance sales culture characterized by pipeline rigor, predictable execution, and strong team development.
• Minimizing customer churn and maximizing expansion potential within the existing retained customer portfolio.

What We Offer

• The pay range for this position is expected to be between $284,000 and $378,667/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience.
• The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity.

Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.