Director of Account Management, Druva
$310-412.7k
Cloud-based backup SaaS platform
Be an early applicant
Cloud-based backup SaaS platform
1001+ employees
Be an early applicant
$310-412.7k
1001+ employees
Company mission
To defend business data and eliminate the stress typically associated with data protection and security.
Role
Who you are
- Bachelor's Degree
- Strong understanding of Net Revenue Retention (NRR) metrics and strategies to improve customer lifetime value
- Experience working in a high-growth, fast-paced environment, preferably in data security, cloud, or SaaS industries
- Exceptional ability to drive strategic account planning and execute data-driven growth strategies
- Excellent communication, negotiation, and executive presence skills with the ability to influence stakeholders. Minimum of 7 years enterprise software sales management experience in successfully selling solutions at the C-level
- Proven leadership ability to influence, develop and empower employees to achieve objectives with a team approach
- Total comfort demonstrating SaaS/cloud-based software and discussing it with business leaders
- Strong track record of exceeding company sales quotas in a complex sales environment
- Experience in territory management and planning, at the regional and account levels
- Proven expertise with teaching, coaching and training sales methodologies
- Strong written, verbal, presentation and organizational skills required
- Willing to travel as needed throughout the Region
What the job involves
- The Director, Account Management will report to the Vice President of Commercial Sales and will lead a team of Key Account Managers in the assigned territory, expand Druva’s footprint by building upon relationships with our existing customer base driving upsells and Cross-sells
- The ideal candidate is one who has built and led sales teams, has a strong track record closing revenue in the software world and in supporting/mentoring the direct reports that make up their sales team
- This person needs to be an expert at positioning business value, selling enterprise software solutions, managing complex sales cycles and building relationships with key stakeholders in mid to large corporations
- Own and drive Net Revenue Retention (NRR) goals for the mid-market segment, ensuring consistent expansion within existing accounts
- Identify, strategize, and execute upsell and cross-sell motions to increase customer adoption of Druva’s product suite
- Partner with Customer Success, Sales, and Marketing teams to create targeted expansion campaigns that drive additional value for customers
- Develop data-driven account plans that uncover growth potential and align Druva’s solutions to customer needs
- Develop and manage pipeline forecasting, ensuring accurate visibility into expansion revenue
- Provide mentorship, training, and enablement to sales teams on best practices for driving expansion revenue
- Build and maintain strong relationships in the top accounts with key stakeholders, decision-makers, and influencers within existing accounts
- Proactively assess customer satisfaction, usage trends, and pain points to drive deeper adoption and engagement
- Lead strategic business reviews (QBRs) to reinforce value, identify expansion opportunities, and mitigate churn risk
- Build and develop the sales team to achieve their next goals driving growth within
- Qualifications:
Our take
The data protection industry is booming, thanks to a move to the cloud. Businesses now have access to vast amounts of data that can provide deep insights into every aspect of their operations, but at the same time are vulnerable to cybercrime and service outages. Druva, founded in 2008, exists to protect that vital data with a cloud-based backup service.
As the move to the cloud accelerates, there is a rising number of companies offering data resiliency services, including IBM, Commvault and Rubrik. However, unlike major competitors, Druva's platform is the first entirely cloud-based service, needing no hardware changes. While newer startups have begun to take this same approach, they lack the size, expertise and client base to compete with Druva.
Considered a leader in its sector, Druva has thousands of enterprise clients including household brand names like Samsung, Hulu and DHL. With the Druva Data Resiliency Cloud now surpassing an average of 17 million daily backups, it is clear that demand for the product is still accelerating, and that the company has plenty of room to continue its growth.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
4% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Apr 2021
$147m
SERIES H
Jun 2019
$130m
SERIES G
Total funding: $475m
Company benefits
- Well-being: We ensure Druvans and their families have comprehensive healthcare and mental health programs
- Family-Oriented: We provide paid maternity, paternity, adoption and family medical care leave – plus funding to support adoption, fertility treatment, and other related expenses
- Financial Gain: We offer competitive compensation, FSA/HSA accounts, equity, and more, to reward Druvans for their hard work
- Rest and Re-Energize: We encourage Druvans to rest with time away as often as needed because we believe it’s our employees’ passion and creativity that makes Druva special
Company values
- Customer First
- One Team
- Diversity of Thought
- Driven to Deliver
- Challenger Mentality
Company HQ
Santa Clara, CA
Articles
Leadership
Jaspreet Singh
(Founder & CEO)Before founding Druva, Jaspreet was a Member of the Technical Staff at Veritas and a Software Engineer with Ensim India.
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