Senior Account Executive, Druva
$227-302.3k
Cloud-based backup SaaS platform
Job no longer available
Cloud-based backup SaaS platform
1001+ employees
Job no longer available
$227-302.3k
1001+ employees
Company mission
To defend business data and eliminate the stress typically associated with data protection and security.
Role
Who you are
- The ideal candidate should be highly motivated, a self-starter, detail-oriented, process driven and consultative in your sales approach
- You should have a consistent track record of success in achieving new customer objectives, selling directly through partners and exceeding revenue targets
- In addition, you should be comfortable selling solutions and technologies within a SaaS, startup environment to IT contacts at a variety of levels within an organization
- College Degree
- 8+ years of sales experience in enterprise software sales (Backup or SaaS experience a plus). 12 + years of sales overall
- Demonstrate success within a small company environment: We will want to see strong and consistent earnings background
- Excellent understanding of the sales process, and the ability to develop and execute a successful sales campaign
- Possess a strong network, both with end-users and VARs local to the region
- Driven, highly motivated to succeed in environments that may lack process
- Excellent organizational skills and strong technical acumen
- Backup experience is a requirement; security experience is a strong plus
What the job involves
- Druva’s Enterprise Team combines the momentum of a high-growth company with a collaborative, people-first culture
- You’re trusted to run your territory with real ownership and autonomy, while never feeling like you’re on an island
- The team wins together, shares best practices, and supports one another through complex and competitive deals
- The work is timely and meaningful
- Customers are actively rethinking legacy data protection and cyber resilience strategies, and Druva’s 100% SaaS platform resonates strongly in the market enabling authentic, value-driven conversations with senior IT and security leaders
- Druva also invests in enablement, leadership, and career development, recognizing and rewarding strong performance
- You’ll work alongside driven, thoughtful professionals who take pride in their craft and enjoy building something special together
- This role sits on a highly collaborative, performance-driven Enterprise sales team focused on helping customers modernize data protection and cyber resilience with Druva’s 100% SaaS platform
- The Account Executive owns the territory end-to-end, primarily focusing on hunting and closing net-new logos, but also maintaining and expanding existing customer relationships
- Sales responsibilities include territory / pipeline management, opportunity identification, analyzing IT backup, access and collaboration requirements for mid-market enterprise clients, leading demonstrations, presentations and providing rapid response along with the Solutions Engineer to outstanding technical questions to ensure optimal customer support and service in the sales process
- Focus on increasing market share for Druva’s products through prospecting to accounts within assigned region
- Leverage MEDDPICC to drive visibility and communicate what you need from the business to win
- Plan, coordinate and deliver web-based and onsite product demos
- Convert prospects into sales by differentiating from the competition
- Work with System Engineers to prepare account strategies and plans
- Partner with the channel to drive incremental revenue
- Prepare activity and forecast reports as requested and prepare and participate in QBR’s
- Prepare and execute a thorough business plan
- Maintain up-to-date knowledge of Druva’s competitive positioning in the marketplace
- Meet or exceed assigned yearly revenue quota
- What Success Looks Like in this Role
- Consistent overachievement of net-new revenue targets for the assigned territory
- Cultivating a high-performance sales culture characterized by pipeline rigor, predictable execution, through disciplined discovery guiding customers through value-based buying decisions
- Minimizing customer churn and maximizing expansion potential within the existing retained customer portfolio
- Operate as a strong partner to your presales, channel, marketing, and customer success teams
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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