Principal Account Executive

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

📋 Description

• Take ownership of, manage, and successfully close a strategic enterprise pipeline to achieve or surpass quarterly and annual ARR objectives.

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

• Drive multi-stakeholder, 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 campaigns targeting Fortune 500 prospects.

• Conduct discovery sessions and present customized business cases highlighting ROI, risk mitigation, and regulatory compliance.

• Maintain a data-driven Salesforce pipeline and deliver precise weekly/monthly revenue forecasts.

⛳️ Requirements

• Over 10 years of quota-carrying, direct enterprise software (SaaS) sales experience.

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

• Proven track record of exceeding $1M+ ARR quotas and closing intricate enterprise-grade deals.

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

• Exceptional verbal, written, and presentation skills.

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

• Preferred prior experience in selling information governance, regulatory compliance, data archiving, eDiscovery, or cybersecurity solutions.

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

• Preferred strong expertise in navigating corporate legal structures, enterprise MSAs, and DPAs.

🏝️ Benefits

• Healthcare benefits

• Life insurance

• Disability benefits

• 401(k) plan

• Company match

• Annual bonus eligibility

• Sales incentives