Senior Account Executive

Druva•Virginia, VA

3d•$202,000 - $268,667

About The Position

Druva is seeking a Senior Account Executive to join their performance-driven Commercial sales team. This role focuses on helping customers modernize data protection and cyber resilience using Druva's 100% SaaS platform. The Account Executive will be responsible for managing a territory end-to-end, nurturing existing customer relationships, and actively pursuing new business opportunities. This position operates in a collaborative, two-in-a-box model with a dedicated Systems Engineer to drive deep discovery, customer engagement, and a consultative sales approach throughout the entire sales cycle. It's an impactful role for individuals who excel at territory ownership, value teamwork, and enjoy building lasting customer relationships while fostering new growth.

Requirements

3+ years of Account Executive experience with documented quota attainment
Sales experience in the IT or technology industry preferred
Proven ability to build executive-level relationships
Continuous learner and student of the game - you want to constantly get better
Ability to understand the "bigger picture" and the business drivers around IT
You strive for greatness and push yourself
Commitment to professionalism, integrity, and positive team culture
Bachelor's Degree or equivalent

Responsibilities

Own and execute the go-to-market strategy for the assigned Commercial territory.
Manage a defined book of business.
Identify, prospect, and close new customer opportunities across organizations with 251–2,999 employees.
Build trusted relationships with IT and security leaders by understanding their business challenges and aligning them to Druva’s cloud-native data protection and cyber resilience platform.
Partner closely with a dedicated local Systems Engineer to lead discovery, technical validation, and solution design.
Clearly articulate the value of a SaaS-based approach.
Collaborate cross-functionally with Customer Success, Channel Partners, and internal teams to support onboarding, adoption, renewals, and expansion.
Build pipeline, forecast accurately, and consistently deliver against revenue targets.
Prospect and close new sales opportunities in a defined territory and a defined set of target accounts.
Manage and close new sales opportunities generated by SDRs and Druva channel partners.
Generate results; consistent, reliable performance with 100% minimum attainment expected.
Partner with the local, regional and national channel partners to drive awareness and "buzz" in your territory.
Arrange and help conduct initial product demonstrations and presentations.
Manage sales process and opportunity closure.
Ongoing account management to ensure customer satisfaction and to drive additional cross-sell/up-sell opportunities.