Enterprise Account Director, Data Security

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Take ownership of enterprise negotiations from start to finish: Identify, develop, and finalize ARR through acquiring new logos and strategic growth.

• Navigate intricate purchasing environments: Create and implement multi-faceted strategies involving security, data platforms, compliance, legal, and procurement teams.

• Conduct thorough proof of concept: Lead technical assessments with defined success metrics, strict deadlines, and executive alignment to expedite transactions.

• Master vendor security evaluations: Assist customers in vendor risk assessments, architectural reviews, penetration testing, and compliance verification (SOC2, ISO, PCI-DSS, HIPAA).

• Develop persuasive business cases: Measure value through risk mitigation (reducing PCI scope, preventing breaches) and enablement results (accelerated analytics, secure AI access, compliant data sharing).

• Negotiate intricate contracts: Navigate Data Processing Agreements (DPAs), security appendices, Business Associate Agreements (BAAs), indemnities, and enterprise licensing terms to achieve mutually beneficial agreements.

• Promote expansion: Create land-and-expand tactics that enhance initial deployments across various business lines, environments, and applications.

• Collaborate strategically: Utilize relationships within the cloud ecosystem (AWS, Snowflake, Databricks, etc.) and Global System Integrator partnerships to expedite transactions.

⛳️ Requirements

• Bachelor's Degree or equivalent military experience.

• Minimum of 5 years in enterprise sales with a track record of closing annual contracts valued at over one million dollars in regulated sectors (e.g., Financial Services, Healthcare, Insurance, Government).

• At least 3 years of experience in selling data security solutions (e.g., tokenization, encryption, data protection, secrets management, or identity access management), including navigating compliance frameworks (e.g., PCI-DSS, HIPAA, GDPR, SOC2).

• A minimum of 3 years managing sales cycles lasting at least 9 months using structured methodologies (e.g., MEDDIC, MEDDICC).

• Experience in selling hybrid deployment models (SaaS + customer environments), along with familiarity with data residency and security control requirements.

• Proven experience in co-selling with cloud data platforms or Global System Integrator (GSI) partners that can enhance pipeline acceleration.

• Demonstrated success in displacing established security vendors or overcoming "do nothing" scenarios in lengthy sales cycles.

• Ability to comprehend modern data stacks and cloud migration pathways (e.g., transitioning on-premises workloads to Snowflake, Databricks, or AWS Redshift).

• Proven knowledge of data privacy concerns related to Generative AI and Large Language Models (LLMs), particularly regarding Personally Identifiable Information (PII) leakage in training datasets.

• Over 4 years of experience managing sales cycles of 9 to 18 months utilizing structured methodologies (such as MEDDIC/MEDDICC or equivalents) while engaging multiple stakeholders across security, data, compliance, legal, and procurement.

🏝️ Benefits

• A comprehensive, competitive, and inclusive array of health, financial, and additional benefits that promote your overall well-being.

• Performance-based incentive compensation, which may encompass cash bonuses and/or long-term incentives (LTI).