Principal Account Executive

This is a fully remote position, open to applicants in Colorado, +9 more states.

📋 Description

• Drive the acquisition of new logos and expand revenue within heavily regulated sectors.

• Manage the complete enterprise sales lifecycle from strategic targeting to technical evaluations and contract negotiations.

• Present enterprise information governance, AI compliance, risk management, and cybersecurity SaaS solutions to C-suite and executive stakeholders.

• Oversee and close strategic enterprise pipelines to achieve or surpass quarterly and annual ARR objectives.

• Cultivate trusted-advisor relationships with executive stakeholders, including Chief Compliance Officers, CIOs, CISOs, General Counsels, and Chief Risk Officers.

• Lead intricate, long-cycle enterprise sales processes that involve technical assessments, security reviews, and legal/procurement negotiations.

• Collaborate with Solutions Engineers, Product, and Marketing teams on tailored account-based sales initiatives.

• Conduct discovery sessions and present business cases that illustrate ROI, risk mitigation, and regulatory compliance.

• Maintain an organized, data-driven Salesforce pipeline and deliver weekly/monthly revenue forecasts.

⛳️ Requirements

• 10+ years of direct enterprise software (SaaS) sales experience with quota responsibility.

• 5+ years of experience selling enterprise archiving or communications surveillance solutions.

• Proven track record of exceeding $1-$2M+ ARR quotas and closing complex enterprise-level deals.

• Demonstrated success in selling to complex, highly regulated industries such as Finance, Healthcare, and Legal.

• Exceptional verbal, written, and presentation skills.

• Ability to independently manage a complex pipeline in a fully remote setting.

• Preferred: Extensive experience with Salesforce, Oracle CRM, HubSpot, Gong, LinkedIn Sales Navigator, ZoomInfo, Outreach, or Salesloft.

• Strong expertise in navigating corporate legal frameworks, enterprise MSAs, and DPAs.

🏝️ Benefits

• Annual bonus eligibility.

• Sales incentives based on applicable plans, roles, and individual performance.

• Healthcare benefits.

• Life insurance.

• Disability benefits.

• 401(k) plan with company match.