Account Executive
VikingCloud
Cyber SecuritySFDC
Senior Account Executive
Sonrai Security
full-time
Posted on:
Location Type: Remote
Location: Remote • Arizona • 🇺🇸 United States
Visit company websiteJob Level
Senior
Tech Stack
Cloud
About the role
- Develop and execute a territory and account strategy to achieve and exceed revenue targets in the enterprise and upper mid-market segments.
- Own the full sales cycle from prospecting to close, with a focus on multi-stakeholder, complex sales motions.
- Proactively identify, qualify, and prioritize new business opportunities while expanding existing relationships.
- Build trusted advisor relationships with C-level executives, VPs, and other senior decision-makers.
- Understand clients’ business objectives, compliance challenges, and security requirements to design tailored solutions that drive measurable outcomes.
- Establish multi-threaded relationships within accounts to ensure long-term success and expansion opportunities.
- Maintain deep knowledge of cloud security trends, competitive landscape, and emerging technologies.
- Serve as a thought leader and advisor by mapping Sonrai’s value to clients’ evolving security strategies.
- Effectively communicate complex technical concepts in a way that resonates with both technical and business stakeholders.
- Deliver persuasive presentations and solution demonstrations that clearly articulate business value.
- Lead executive-level discussions, RFP responses, and contract negotiations to secure long-term agreements.
- Drive urgency and consensus across client stakeholders to accelerate deal cycles.
- Partner with Sales Engineering, Product, Marketing, and Customer Success to deliver exceptional client experiences.
- Provide feedback from the field to influence product roadmap and go-to-market strategies.
- Mentor Account Executives and contribute to building a high-performance sales culture.
Requirements
- 5–8 years of experience selling enterprise B2B software or related technologies, preferably in cloud security or SaaS.
- Proven track record of consistently exceeding quota ($1M+ ARR targets preferred).
- Experience navigating complex, multi-stakeholder sales cycles with enterprise customers.
- Strong executive presence and ability to engage with C-level decision-makers.
- Consultative selling skills with the ability to link technology to business outcomes.
- Demonstrated success with outbound prospecting and building pipeline in competitive markets.
- Technical aptitude to understand and position Sonrai’s platform and integrate with a modern sales tech stack.
- Strong communication, negotiation, and interpersonal skills.
- Bachelor’s degree in Business, Marketing, or related field (MBA a plus).
ATS Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
B2B software salescloud securitySaaSconsultative sellingoutbound prospectingpipeline buildingsales cycle managementquota achievementtechnical aptitudesolution demonstration
Soft skills
executive presencecommunication skillsnegotiation skillsinterpersonal skillsrelationship buildingmentoringthought leadershippersuasioncollaborationproblem-solving
Certifications
Bachelor's degree in BusinessBachelor's degree in MarketingMBA
