Senior Account Executive

About DruvaDruva is the resilience foundation for the AI enterprise, helping organizations secure and recover from connected risk across data, cyber, identity, and AI. The Resilience Cloud is a fully managed, cloud-native SaaS platform that delivers air-gapped and immutable protection across cloud, SaaS, on-premises, endpoint, and edge environments. Powered by Dru MetaGraph, Druva’s graph-powered intelligence layer, the platform connects critical business context so customers can understand risk, respond faster, recover cleanly, and govern data with greater confidence.Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva helps safeguard the critical information and systems businesses depend on in an increasingly connected world.Visit druva.com and follow us on LinkedIn, X and Facebook.About the TeamDruva’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.Role Purpose & ImpactThis 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.What You’ll DoFocus on increasing market share for Druva’s products through prospecting to accounts within assigned regionLeverage MEDDPICC to drive visibility and communicate what you need from the business to winPlan, coordinate and deliver web-based and onsite product demos • Convert prospects into sales by differentiating from the competitionWork with System Engineers to prepare account strategies and plansPartner with the channel to drive incremental revenuePrepare activity and forecast reports as requested and prepare and participate in QBR’sPrepare and execute a thorough business planMaintain up-to-date knowledge of Druva’s competitive positioning in the marketplaceMeet or exceed assigned yearly revenue quotaWhat Makes You a Great FitCollege Degree8+ 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 backgroundExcellent understanding of the sales process, and the ability to develop and execute a successful sales campaignPossess a strong network, both with end-users and VARs local to the regionDriven, highly motivated to succeed in environments that may lack processExcellent organizational skills and strong technical acumenBackup experience is a requirement; security experience is a strong plusWhat Success Looks Like in this Role Consistent overachievement of net-new revenue targets for the assigned territory.Cultivating a high-performance sales culture characterized by pipeline rigor, predictable execution, through disciplined discovery guiding customers through value-based buying decisionsMinimizing customer churn and maximizing expansion potential within the existing retained customer portfolio.Operate as a strong partner to your presales, channel, marketing, and customer success teamsWhy You’ll Love Working HereInnovation is how we operate, not a side project. You’ll work in a culture that values bold thinking and continuous improvement, where global teams experiment, iterate, and turn new ideas into products customers can rely on. If you’re looking for high-ownership work, visible impact, and a culture that values innovation, collaboration, accountability, and growth—where you’ll be trusted to lead and empowered to build—you’ll thrive at Druva.What We OfferThe pay range for this position is expected to be between $227,000.00 - $302,333.00/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time. Data Privacy Notice for Job Candidates:For information on personal data processing, please see our Druva Privacy PolicyDruva is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law.If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at View email address on click.appcast.io IS THE LAWNOTIFICATION OF EMPLOYEE RIGHTS UNDER FEDERAL LABOR LAWS