Account Executive, SaaS Product Line Specialist
About The Position
Rubrik's Product Line Sales organization focuses on driving growth within specialized workloads, particularly their SaaS data protection and security portfolio (covering Microsoft 365, Google Workspace, Salesforce, and other critical SaaS applications). This team collaborates with core Account Executives, Sales Engineers, and Customer Success to provide deep product and technical expertise throughout the sales cycle for SaaS opportunities. The role of a SaaS Product Line Sales Specialist is to own and accelerate Rubrik's SaaS data protection business within a specific territory. This is a technical, quota-carrying overlay position where the individual will act as a subject-matter expert on tenant architecture, identity and access models, backup and recovery, and the shared responsibility model to compete against SaaS-native point solutions. The ideal candidate will have prior sales experience in this specific area, ideally with companies like AvePoint, CoreView, or Keepit, and possess an intimate understanding of both the buyer and the competitive landscape.
Requirements
- 3+ years of quota-carrying sales experience selling SaaS data protection, security, or governance solutions for Microsoft 365, Google Workspace, or Salesforce environments.
- Directly relevant background, with experience at a SaaS data protection or management vendor such as AvePoint, CoreView, or Keepit (or a comparable company like Druva, Veeam, or Spanning) strongly preferred.
- Genuine technical depth, comfortable discussing tenant architecture, APIs, identity and access management (Entra ID/Azure AD), backup and recovery mechanics, and security and compliance frameworks without sole reliance on a Sales Engineer.
- Proven technical selling motion, with a track record of leading or co-leading technical discovery and proof-of-concept engagements.
- Consultative approach, comfortable navigating complex, multi-stakeholder sales cycles across IT, security, and executive buyers in mid-market and enterprise accounts.
- Overlay/specialist experience, with prior success working in a platform-selling model alongside core Account Executives, Sales Engineers, and Customer Success.
- Consistent history of quota attainment and strong pipeline generation.
- Bachelor’s degree or equivalent practical experience.
Nice To Haves
- Hands-on familiarity with Microsoft 365 administration, Entra ID/Azure AD, or Salesforce administration.
- Experience selling a data security or resiliency platform that spans SaaS, cloud, and on-premises workloads.
- Existing relationships with IT, security, or compliance buyers in target accounts.
Responsibilities
- Own the SaaS product line sales number by partnering with core Account Executives to identify, qualify, and close SaaS data protection and security opportunities in both new and existing accounts.
- Lead with technical credibility, articulating Rubrik’s SaaS architecture, security posture, and the limitations of native shared responsibility models in Microsoft and Google environments to resonate with both technical and business stakeholders.
- Drive technical discovery and validation by leading or co-leading discovery calls, demonstrations, and proof-of-concept engagements for M365, Google Workspace, and Salesforce workloads with Sales Engineers.
- Win competitive deals by building and defending positioning against SaaS-native vendors (e.g., AvePoint, CoreView, Keepit, Veeam, Druva) and translating technical differentiators into business value.
- Develop territory and account plans in collaboration with core sales, SE, and channel teams to maximize SaaS attach rates and expansion within the existing customer base.
- Engage with multiple stakeholders, including IT administrators, security and compliance teams, and executive buyers, tailoring the message to each audience.
- Maintain accurate pipeline and forecast data in Salesforce and participate in regular business reviews.
- Continuously maintain deep knowledge of Rubrik’s SaaS roadmap, the M365/Google Workspace/Salesforce ecosystems, and the competitive landscape.
Benefits
- Equity
- Commissions pursuant to the Company’s written Incentive Compensation Plan
- Benefits
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What This Job Offers
Job Type
Full-time
Career Level
Senior
