Mid Market Account Executive

DataGrail

4h•$160,000 - $190,000•Remote

About The Position

Data privacy has become one of the most strategic challenges facing modern enterprises, sitting at the intersection of AI governance, data operations, and customer trust. As companies adopt AI at scale, they need new ways to automate privacy and manage risk without slowing innovation. DataGrail has launched the first agentic privacy platform, and we're entering a pivotal phase of growth as we scale toward the next stage of the business. As a Mid-Market Account Executive, you'll own the full sales cycle in a segment with strong win rates and fast, 30 to 40 day sales cycles. There's a real market appetite for what we sell, giving you the opportunity to build your own pipeline, lead a challenger-style, insight-driven sales process, and quickly build momentum toward your first-year quota. This team has consistently delivered strong results quarter over quarter, and you're joining a motion with a proven track record. Sales cycles here are measured in weeks, not the year-plus timelines common in enterprise sales, so you'll see the impact of your work sooner. AI adoption is pushing privacy and governance higher on the priority list for the kinds of companies you'll be selling to, and DataGrail's product keeps pulling ahead of the competition. That combination gives you a strong foundation to build on from day one.

Requirements

A proven track record as a hunter, having built pipeline largely from scratch through your own outbound effort.
Comfort running a challenger sales style: you bring insight and create urgency rather than waiting for the buyer to move.
Experience identifying and developing champions who move deals forward internally, even when you're not in the room.
Challenges prospects' current thinking by connecting data privacy gaps to real business risk, pushing the conversation beyond features and into impact.
Command of a modern sales methodology (MEDDPICC, Command of the Message, or similar) and the discipline to qualify rigorously and forecast accurately.
Strong, agile negotiation skills, closing terms quickly without losing deal momentum.
A track record of consistent quota attainment in full-cycle B2B SaaS sales, with experience navigating a high-velocity, mid-market sales motion.
A coachable mindset and the ability to take feedback and adjust quickly, especially during ramp.

Nice To Haves

Experience selling privacy, data governance, security, compliance, or other regulated or technical software.
Experience selling to privacy, legal, security, or IT stakeholders at the VP or Director level.
Familiarity with a modern GTM tech stack (Salesforce, Gong, sales engagement tooling) and comfort using AI to work smarter.

Responsibilities

Build and manage a self-sourced pipeline at 3x coverage against quota, largely through your own outbound.
Run a challenger-style sales process: lead with insight, create urgency, and keep deals moving through a compressed 30 to 40 day cycle.
Identify and develop champions inside target accounts who advocate for you and carry deals forward internally.
Negotiate pricing and contract terms quickly and confidently, protecting deal momentum without stalling progress.
Manage your full-cycle pipeline with disciplined forecasting and CRM hygiene, from first outreach through close.
Ramp quickly on DataGrail's product, ICP, and sales process, contributing to pipeline within your first 90 days.