Account Executive, SaaS Product Line Specialist (East)

Rubrik Job Board • East Coast - DC, Maryland, Virginia, VA

3d

About The Position

Rubrik is hiring an Account Executive, SaaS Product Line Specialist to own and accelerate its SaaS data protection business within a defined territory. This highly technical, quota-carrying overlay role focuses on Rubrik’s SaaS data protection and security portfolio, including Microsoft 365, Google Workspace, Salesforce, and other critical SaaS applications. The specialist partners with core Account Executives, Sales Engineers, Customer Success, and channel teams to bring product and technical expertise to opportunities from initial conversations through technical validation and close.

The role requires strong knowledge of SaaS tenant architecture, identity and access models, backup and recovery mechanics, and the shared responsibility model. The specialist explains Rubrik’s SaaS architecture and security posture, differentiates its products from native offerings and SaaS-focused competitors, and translates technical strengths into business value for technical and business buyers. The position involves technical discovery, demonstrations, proof-of-concept engagements, territory planning, stakeholder engagement, and disciplined pipeline and forecast management.

Requirements

• At least 3 years of quota-carrying sales experience selling SaaS data protection, security, or governance solutions for Microsoft 365, Google Workspace, or Salesforce environments.
• Technical knowledge of tenant architecture, APIs, identity and access management (including Entra ID/Azure AD), backup and recovery mechanics, and security and compliance frameworks.
• A track record of running or co-leading technical discovery and proof-of-concept engagements.
• Ability to navigate complex, multi-stakeholder sales cycles across IT, security, and executive buyers in mid-market and enterprise accounts.
• Prior success 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

• Experience at a SaaS data protection or management vendor such as AvePoint, CoreView, or Keepit, or a comparable company such as Druva, Veeam, or Spanning.
• Hands-on familiarity with Microsoft 365 administration, Entra ID/Azure AD, or Salesforce administration.
• Experience selling a data security or resiliency platform spanning SaaS, cloud, and on-premises workloads.
• Existing relationships with IT, security, or compliance buyers in target accounts.

Responsibilities

• Own the SaaS product line number and partner with core Account Executives to identify, qualify, and close SaaS data protection and security opportunities in new and existing accounts.
• Explain Rubrik’s SaaS architecture and security posture, including gaps in Microsoft’s and Google’s native shared responsibility models, to technical and business buyers.
• Lead or co-lead technical discovery calls, demonstrations, and proof-of-concept engagements for Microsoft 365, Google Workspace, and Salesforce workloads alongside Sales Engineers.
• Develop and defend competitive positioning against SaaS-native vendors, translating technical differentiation into business value.
• Build territory and account coverage plans with core sales, Sales Engineering, and channel teams to increase SaaS attach and expansion within the installed base.
• Present to IT administrators, security and compliance teams, and executive economic buyers, tailoring the message to each audience.
• Maintain accurate pipeline and forecast data in Salesforce and participate in regular business reviews.
• Maintain current knowledge of Rubrik’s SaaS roadmap, the Microsoft 365, Google Workspace, and Salesforce ecosystems, and the competitive landscape.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level