Mid Market Account Executive

• Build and manage a self-sourced pipeline at 3x coverage against quota, largely through your own outbound.
• Run a challenger-style sales process: lead with insight, create urgency, and keep deals moving through a compressed 30 to 40 day cycle.
• Identify and develop champions inside target accounts who advocate for you and carry deals forward internally.
• Negotiate pricing and contract terms quickly and confidently, protecting deal momentum without stalling progress.
• Manage your full-cycle pipeline with disciplined forecasting and CRM hygiene, from first outreach through close.
• Ramp quickly on DataGrail's product, ICP, and sales process, contributing to pipeline within your first 90 days.

• A proven track record as a hunter, having built pipeline largely from scratch through your own outbound effort.
• Comfort running a challenger sales style: you bring insight and create urgency rather than waiting for the buyer to move.
• Experience identifying and developing champions who move deals forward internally, even when you're not in the room.
• Challenges prospects' current thinking by connecting data privacy gaps to real business risk, pushing the conversation beyond features and into impact.
• Command of a modern sales methodology (MEDDPICC, Command of the Message, or similar) and the discipline to qualify rigorously and forecast accurately.
• Strong, agile negotiation skills, closing terms quickly without losing deal momentum.
• A track record of consistent quota attainment in full-cycle B2B SaaS sales, with experience navigating a high-velocity, mid-market sales motion. Specific numbers seem like something we should discuss in initial interviews.
• A coachable mindset and the ability to take feedback and adjust quickly, especially during ramp.

• Experience selling privacy, data governance, security, compliance, or other regulated or technical software.
• Experience selling to privacy, legal, security, or IT stakeholders at the VP or Director level.
• Familiarity with a modern GTM tech stack (Salesforce, Gong, sales engagement tooling) and comfort using AI to work smarter.

• Complete onboarding and develop deep fluency in DataGrail's platform, the privacy landscape, and our competitive differentiation.
• Begin generating qualified pipeline and running discovery calls with strong command of the message.
• Build pipeline at 3x coverage against a prorated quota with 1 to 2 deals already closed.

• Own a healthy, well-qualified pipeline with multiple opportunities actively advancing through stage.
• Maintain 3x pipeline coverage against your full quota.
• Close your first new-business deals and demonstrate consistent, accurate forecasting.

• Consistently meet or exceed your annual quota in new ARR through a repeatable, largely self-sourced pipeline motion.
• Own a defined book of mid-market accounts with a clear plan for continued penetration and growth.
• Develop multi-quarter account plans for your top mid-market accounts, identifying paths to expansion and long-term value beyond the initial deal.

The OTE compensation (salary + variable) range below is a guideline and the final compensation will be based on factors such as qualifications, skill level, and competencies. Our compensation ranges apply to all US-based job postings regardless of state.

All full-time regular employees are eligible for equity, health, dental & vision insurance plans, remote-first working environment, 401k savings plan, parental leave, wellness benefits, flexible time off, paid holidays, and a work from home stipend. Benefits are subject to change.

Compensation Range

$160,000—$190,000 USD

About Us:

DataGrail is the Agentic Data Privacy Platform. We help the world’s leading brands such as HubSpot, FanDuel, Dexcom, Major League Soccer, and Okta automate privacy and control risk with secure, human-governed AI that scales.

DataGrail provides equal opportunities for everyone that works for us and everyone that applies to join our team, without regard to sex or gender, gender identity, gender expression, age, race, religious creed, color, national origin, ancestry, pregnancy, physical or mental disability, medical condition, genetic information, marital status, sexual orientation, any service, past, present, or future, in the uniformed services of the United States (military or veteran status), or any other consideration protected by federal, state, or local law. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.