Enterprise Account Executive

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

📋 Description

• Take charge of the entire enterprise sales cycle — from generating pipeline and conducting discovery to negotiation, closing, and expanding — within a designated territory of strategic accounts.

• Manage complex, multi-threaded deals that involve privacy, legal, security, IT, and executive stakeholders, employing a consultative, value-driven approach to navigate procurement and security reviews.

• Regularly achieve and surpass an annual quota of over $1M in new and expansion ARR.

• Create and implement detailed territory and account plans that highlight where DataGrail offers the most value, prioritizing efforts accordingly.

• Develop and oversee a robust, well-qualified pipeline — collaborating with SDRs and Marketing on targeted, account-based pipeline generation while also driving significant self-sourced opportunity creation — and manage multiple deals through the funnel concurrently with strong stage discipline and accurate forecasting.

• Conduct discovery sessions that reveal the true business and regulatory motivations behind privacy initiatives — and articulate them into a persuasive, quantified business case.

• Collaborate closely with Solutions Engineering, Customer Success, Product, and Marketing to secure deals as a unified team and ensure customers are set up for long-term success.

• Stay informed about the privacy regulatory landscape (GDPR, CCPA/CPRA, and the evolving U.S. state-law framework) and the competitive environment, positioning DataGrail's automation capabilities and integration ecosystem against traditional alternatives.

• Maintain rigorous CRM discipline and forecasting practices to enable the business to plan and scale confidently.

⛳️ Requirements

• Proven track record of consistently exceeding quotas of $1M+ by managing every aspect of complex, enterprise B2B SaaS sales cycles.

• Demonstrated capability to define and implement territory and account plans that proactively generate your own pipeline instead of relying on inbound leads.

• Experience in selling technical, multi-stakeholder solutions to senior-level buyers (expertise in privacy, legal, security, IT, or data leadership is a significant plus).

• Proficient in a modern sales methodology (such as MEDDPICC, Command of the Message, or similar) with the discipline to rigorously qualify and forecast accurately.

• Comfortable working in a fast-paced startup environment — you take initiative without needing every detail and thrive in situations of ambiguity and change.

• Strong business and financial acumen; you build quantifiable business cases and focus on selling value rather than features.

• A truly collaborative, team-oriented mindset — you succeed as a team and elevate the performance of those around you.

• Exceptional written and verbal communication skills, executive presence, and the credibility to be regarded as a trusted advisor.

🏝️ Benefits

• Equity

• Health, dental & vision insurance plans

• Remote-first working environment

• 401k savings plan

• Parental leave

• Wellness benefits

• Flexible time off

• Paid holidays

• Work from home stipend