Principal Account Executive
About The Position
Arctera is seeking a Principal Account Executive to drive new-logo acquisition and revenue expansion in highly regulated industries, including financial services, healthcare, pharmaceuticals, energy, and government. The role owns the end-to-end enterprise sales lifecycle, from strategic targeting and technical evaluations to contract negotiation, and positions Arctera’s information governance, AI compliance, risk management, and cybersecurity SaaS solutions to C-suite and executive buyers. The role is responsible for managing a strategic pipeline and achieving ARR targets, engaging executive stakeholders, and orchestrating complex, long-cycle enterprise deals. It also involves developing customized account-based campaigns with internal teams, presenting ROI and risk-mitigation business cases, and maintaining accurate forecasts in Salesforce. The position is fully remote and requires independent management of a complex pipeline.
Requirements
- At least 10 years of quota-carrying, direct enterprise SaaS sales experience.
- At least 5 years of experience selling enterprise archiving or communications surveillance solutions.
- Documented history of exceeding $1M–$2M+ ARR quotas and closing complex enterprise-grade deals.
- Demonstrated success selling into complex, highly regulated industries such as finance, healthcare, or legal.
- Exceptional verbal, written, and presentation skills, including the ability to engage executive decision-makers.
- Highly disciplined and self-motivated, with the ability to manage a complex pipeline independently in a fully remote environment.
Nice To Haves
- Experience with Salesforce, Oracle CRM, or HubSpot.
- Experience with Gong, LinkedIn Sales Navigator, ZoomInfo, Outreach, or Salesloft.
- Strong expertise navigating corporate legal structures, enterprise master service agreements (MSAs), and data processing agreements (DPAs).
Responsibilities
- Own, manage, and close a strategic enterprise pipeline to meet or exceed quarterly and annual ARR targets.
- Identify, engage, and build trusted-advisor relationships with executive stakeholders, including Chief Compliance Officers, CIOs, CISOs, General Counsels, and Chief Risk Officers.
- Lead long-cycle enterprise sales involving technical assessments, security reviews, and legal and procurement negotiations.
- Collaborate with Solutions Engineers, Product, and Marketing to execute customized account-based sales campaigns for Fortune 500 prospects.
- Conduct discovery and deliver tailored business cases demonstrating ROI, risk mitigation, and regulatory compliance.
- Maintain a data-driven sales pipeline and provide accurate weekly and monthly revenue forecasts in Salesforce.
- Source enterprise pipeline independently alongside BDR support.
- Navigate procurement, legal objections, pricing structures, and contract negotiations.
Benefits
- U.S. employees are typically offered access to healthcare, life insurance, and disability benefits.
- 401(k) plan and company match.
- Certain roles may be eligible for an annual bonus and sales incentives, subject to the applicable plan, role, and individual performance.
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What This Job Offers
Job Type
Full-time
Career Level
Principal
Education Level
No Education Listed
