Principal Account Executive
About The Position
Arctera is seeking a Principal Account Executive to drive new-logo acquisition and revenue expansion across 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 through contract negotiation, and positions Arctera's SaaS solutions in information governance, AI compliance, risk management, and cybersecurity to C-suite and executive buyers. The position is responsible for building and closing a strategic enterprise pipeline, developing executive relationships, orchestrating complex sales involving technical and security assessments, and working with internal teams on customized account-based campaigns. The Account Executive uses value-based selling to demonstrate business outcomes, return on investment, risk mitigation, and regulatory compliance, and maintains accurate forecasts and pipeline records in Salesforce. The role is described as fully remote.
Requirements
- 10+ years of quota-carrying, direct enterprise software (SaaS) sales experience.
- 5+ years selling enterprise archiving or communications surveillance solutions.
- Documented history of overachieving $1M+ ARR quotas and closing complex enterprise deals.
- Demonstrated success selling into complex, highly regulated industries such as finance, healthcare, or legal.
- Exceptional verbal, written, and presentation skills, with the ability to engage executive decision-makers.
- Highly disciplined and self-motivated, with the ability to manage a complex pipeline autonomously in a fully remote environment.
Nice To Haves
- Prior experience selling information governance, regulatory compliance, data archiving, eDiscovery, or cybersecurity solutions.
- Deep experience with CRM and sales enablement tools, including Salesforce, Oracle CRM, HubSpot, Gong, LinkedIn Sales Navigator, ZoomInfo, Outreach, or Salesloft.
- Expertise navigating complex 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 complex, multi-stakeholder 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 into Fortune 500 prospects.
- Conduct discovery and deliver tailored business cases demonstrating ROI, risk mitigation, and regulatory compliance.
- Maintain a clean, data-driven sales pipeline and provide accurate weekly and monthly revenue forecasts in Salesforce.
Benefits
- U.S.-based 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 applicable plan terms, role, and individual performance.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
