Senior Account Executive, Druva
DACH
Cloud-based backup SaaS platform
Be an early applicant
Cloud-based backup SaaS platform
1001+ employees
Be an early applicant
1001+ employees
Company mission
To defend business data and eliminate the stress typically associated with data protection and security.
Role
Who you are
- 8+ years of Acquisition Account Executive experience with documented quota attainment
- Sales experience in the IT and Backup Recovery/ Data Protection industry preferred
- Proven ability to build executive-level relationships
- Tenacity to continually build pipeline
- Continuous learner and student of the game - you want to constantly get better
- Ability to understand the "bigger picture" and the business drivers around IT
- You strive for greatness and push yourself
- Commitment to professionalism, integrity, and positive team culture
What the job involves
- This role works within a highly collaborative, performance-driven EMEA wide sales team focused on helping customers modernize data protection and cyber resilience with Druva’s 100% SaaS platform. The Senior Account Executive will focus on growth in the DACH Region, maintaining and expanding existing customer relationships while actively hunting and closing net-new logos
- As the Senior Account Executive, you will execute on prospecting, and closing new customer opportunities across Enterprise level organizations
- You will build trusted relationships with IT and security leaders by understanding their business challenges and aligning them to Druva’s cloud-native data protection and cyber resilience platform. Partnering closely with your Systems Engineer, you will lead discovery, technical validation, and solution design to clearly articulate the value of a SaaS-based approach
- You will collaborate cross-functionally with Customer Success, Channel Partners, and internal teams to support onboarding, adoption, renewals, and workload expansion, while building pipeline, forecasting accurately, and consistently delivering against revenue targets
- Prospect and close new sales opportunities in your defined territory
- Manage a defined set of existing customer accounts
- Manage and close new sales opportunities generated by yourself, SDRs and Druva channel partners
- Generate results; consistent, reliable performance with 100% minimum attainment expected
- Partner with the local, regional and national channel partners to drive brand awareness and "buzz" in your territory
- Arrange and help conduct initial product demonstrations and presentations
- Manage sales process, coordinate virtual teams to opportunity closure
- Document opportunity management in SFDC and Aviso
- Ongoing account management to ensure customer satisfaction and to drive additional expansion cross-sell/up-sell opportunities
- What Success Looks Like in the Role:
- You consistently deliver results and make the most of a strong earning opportunity within a high-performing, winning team
- You are a curious, proactive self-starter who takes ownership, spots opportunities early and acts with urgency
- You are a builder by nature, comfortable with ambiguity and working in a self starter role
- You sell smart by using tools like AI to improve prospecting outcomes, making proposals customer relevant and targeting the accounts with the right Druva profile
- You build trust and momentum through high activity, strong relationships and regular engagement with partners and customers, both virtually and in person
- You run your patch with discipline and accountability, mastering the Druva playbooks, delivering strong demos and maintaining excellent operational sales rigour through MEDDPICC, SFDC and Aviso opportunity management and forecasting
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 HQ
Santa Clara, CA
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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