Senior Account Executive

Druva•Quinte West, ON

6h•$227,000 - $302,333

About The Position

Druva's Enterprise Team combines the momentum of a high-growth company with a collaborative, people-first culture. You’re trusted to run your territory with real ownership and autonomy, while never feeling like you’re on an island. The team wins together, shares best practices, and supports one another through complex and competitive deals. The work is timely and meaningful. Customers are actively rethinking legacy data protection and cyber resilience strategies, and Druva’s 100% SaaS platform resonates strongly in the market enabling authentic, value-driven conversations with senior IT and security leaders. Druva also invests in enablement, leadership, and career development, recognizing and rewarding strong performance. You’ll work alongside driven, thoughtful professionals who take pride in their craft and enjoy building something special together. This role sits on a highly collaborative, performance-driven Enterprise sales team focused on helping customers modernize data protection and cyber resilience with Druva’s 100% SaaS platform. The Account Executive owns the territory end-to-end, primarily focusing on hunting and closing net-new logos, but also maintaining and expanding existing customer relationships. The ideal candidate should be highly motivated, a self-starter, detail-oriented, process driven and consultative in your sales approach. You should have a consistent track record of success in achieving new customer objectives, selling directly through partners and exceeding revenue targets. In addition, you should be comfortable selling solutions and technologies within a SaaS, startup environment to IT contacts at a variety of levels within an organization. Sales responsibilities include territory / pipeline management, opportunity identification, analyzing IT backup, access and collaboration requirements for mid-market enterprise clients, leading demonstrations, presentations and providing rapid response along with the Solutions Engineer to outstanding technical questions to ensure optimal customer support and service in the sales process.

Requirements

College Degree
8+ years of sales experience in enterprise software sales (Backup or SaaS experience a plus). 12 + years of sales overall.
Demonstrate success within a small company environment: We will want to see strong and consistent earnings background
Excellent understanding of the sales process, and the ability to develop and execute a successful sales campaign
Possess a strong network, both with end-users and VARs local to the region
Driven, highly motivated to succeed in environments that may lack process
Excellent organizational skills and strong technical acumen
Backup experience is a requirement; security experience is a strong plus

Responsibilities

Focus on increasing market share for Druva’s products through prospecting to accounts within assigned region
Leverage MEDDPICC to drive visibility and communicate what you need from the business to win
Plan, coordinate and deliver web-based and onsite product demos
Convert prospects into sales by differentiating from the competition
Work with System Engineers to prepare account strategies and plans
Partner with the channel to drive incremental revenue
Prepare activity and forecast reports as requested and prepare and participate in QBR’s
Prepare and execute a thorough business plan
Maintain up-to-date knowledge of Druva’s competitive positioning in the marketplace
Meet or exceed assigned yearly revenue quota