Senior Account Executive at Druva in Georgia/Florida, US

Job description

• This role sits on a highly collaborative, performance-driven Commercial sales team focused on helping customers modernize data protection and cyber resilience with Druva’s 100% SaaS platform. The Account Executive owns the territory end-to-end, maintaining and expanding existing customer relationships while actively hunting and closing net-new logos.
• You will work in a true two-in-a-box model with a dedicated local Systems Engineer to drive deep discovery, strong customer engagement, and a consultative sales motion across the full lifecycle, from prospecting through expansion. This is a high-impact role for someone who thrives on territory ownership, values teamwork, and enjoys building durable customer relationships while driving new growth.
• You will own and execute the go-to-market strategy for the assigned Commercial territory, managing a defined book of business while identifying, prospecting, and closing new customer opportunities across organizations with 251–2,999 employees.
• You will build trusted relationships with IT and security leaders by understanding their business challenges and aligning them to Druva’s cloud-native data protection and cyber resilience platform. Partnering closely with a dedicated local Systems Engineer, you will lead discovery, technical validation, and solution design to clearly articulate the value of a SaaS-based approach.
• You will collaborate cross-functionally with Customer Success, Channel Partners, and internal teams to support onboarding, adoption, renewals, and expansion, while building pipeline, forecasting accurately, and consistently delivering against revenue targets.
• Success means consistently owning and growing the assigned Commercial 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 Commercial Central Team.
• Innovation is how we operate, not a side project. You’ll work in a culture that values bold thinking and continuous improvement, where global teams experiment, iterate, and turn new ideas into products customers can rely on.
• If you’re looking for high-ownership work, visible impact, and a culture that values innovation, collaboration, accountability, and growth—where you’ll be trusted to lead and empowered to build—you’ll thrive at Druva.

Responsibilities

• Prospect and close new sales opportunities in a defined territory and a defined set of target accounts
• Generate results; consistent, reliable performance with 100% minimum attainment expected
• Partner with the local, regional and national channel partners to drive awareness and "buzz" in your territory
• Arrange and help conduct initial product demonstrations and presentations
• Manage sales process and opportunity closure
• Ongoing account management to ensure customer satisfaction and to drive additional cross-sell/up-sell opportunities

Requirements

• 8+ years of Field Account Executive experience with documented quota attainment
• Sales experience in the IT or technology industry preferred
• Proven ability to build executive-level relationships
• Continuous learner and student of the game - you want to constantly get better
• Ability to understand the "bigger picture" and the business drivers around IT
• You strive for greatness and push yourself
• Commitment to professionalism, integrity, and positive team culture
• Bachelor's Degree or equivalent

Skills

Required

• Field Account Executive experience
• Documented quota attainment
• Continuous learner
• Strive for greatness

Benefits

• The pay range for this position is expected to be between $214,000 and $285,333/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.