Senior Commercial Account Executive
About The Position
Druva is seeking a Senior Commercial Account Executive to join their highly collaborative, performance-driven Commercial sales team. This role focuses on helping customers modernize data protection and cyber resilience with Druva’s 100% SaaS platform. The Account Executive will own their territory end-to-end, responsible for maintaining and expanding existing customer relationships while actively hunting and closing net-new logos. This position operates in a two-in-a-box model with a dedicated Systems Engineer to drive deep discovery, strong customer engagement, and a consultative sales motion across the full lifecycle. The role is designed for individuals who thrive on territory ownership, value teamwork, and enjoy building durable customer relationships while driving new growth. The Account Executive will own and execute the go-to-market strategy for their assigned Commercial territory, managing a defined book of business and identifying, prospecting, and closing new customer opportunities within organizations of 251–2,999 employees. They will 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. Collaboration with Customer Success, Channel Partners, and internal teams is key to supporting onboarding, adoption, renewals, and expansion, while also maintaining accurate pipeline and forecasting to consistently meet revenue targets.
Requirements
- 3+ years of Field 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.
- Lead discovery, technical validation, and solution design in partnership with a dedicated Systems Engineer.
- 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.
- 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.
Benefits
- health and wellness benefits
- 401(k) retirement plan
- life and disability insurance coverages
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What This Job Offers
Job Type
Full-time
Career Level
Senior
