Job description
Druva is the leading provider of data security solutions, empowering customers to secure and recover their data from all threats. The Druva Data Security Cloud is a fully managed SaaS solution offering air-gapped and immutable data protection across cloud, on-premises, and edge environments. By centralizing data protection, Druva enhances traditional security measures and enables faster incident response, effective cyber remediation, and robust data governance. Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva safeguards business data in an increasingly interconnected world. Visit druva.com and follow us on LinkedIn, X and Facebook.
We’re looking for a driven, hungry Account Executive to join our team and aggressively grow Druva’s Data Security solutions within a defined territory. This hunter-focused role requires a challenger mentality and an innovative, value-based sales approach to stand out in a competitive landscape.
You will proactively seek new opportunities and expand existing accounts by confidently engaging IT decision-makers at multiple levels. Success in this role means thinking creatively to solve customer challenges, commanding Druva’s messaging, and effectively differentiating our solutions.
Who You Are:
You’re a self-starter who thrives on taking ownership and pushing beyond conventional sales tactics. Detail-oriented and process-aware, you balance discipline with a willingness to challenge the status quo and think outside the box. You build trusted advisor relationships by deeply understanding customer needs and delivering clear, compelling value propositions.
While formal experience is important, what truly sets you apart is your hunger to win, your ability to challenge assumptions, and your drive to exceed targets through smart, strategic effort.
What You’ll Do:
- Proactively identify and qualify new business opportunities within your territory to increase Druva’s market share
- Improve NRR with existing customers, ensuring ROI validation and expansion into these accounts with a high platform adoption rate.
- Use MEDDPICC to track deal progress, highlight risks/opportunities, and align internal resources to close deals
- Deliver engaging, tailored product demos both virtually and onsite that resonate with mid-market IT buyers
- Convert prospects by confidently communicating Druva’s unique competitive advantages and value.
- Collaborate with Solutions Engineers to develop customized account strategies and technical solutions
- Work closely with channel partners to generate incremental revenue and expand market reach
- Maintain accurate pipeline, activity, and forecast reporting, and actively participate in Quarterly Business Reviews
- Develop and execute a comprehensive territory business plan aligned with company goals
- Stay informed on Druva’s competitive positioning and market trends to keep your sales approach sharp
- Consistently meet or exceed your assigned revenue targets
What We’re Looking For:
- 8+ years of sales experience, preferably in Enterprise Software, Backup, Cybersecurity, Data Protection, or SaaS environments
- Someone who understands Cloud/SaaS/Security and is a fast learner
- Demonstrated hunger and ability to challenge prospects and internal teams constructively
- Strong problem-solving skills with a creative approach to overcoming objections and barriers
- Comfortable navigating complex buying environments and engaging multiple IT stakeholders
- Self-motivated and disciplined with excellent organizational and communication skills
- Technical aptitude with a solid understanding of backup and data protection solutions; security experience is a plus
- Experience working with channel partners and managing territory accounts
