Senior Account Executive

Senior Account Executive

Virginia

Druva is the resilience foundation for the AI enterprise, helping organizations secure and recover from connected risk across data, cyber, identity, and AI. The Resilience Cloud is a fully managed, cloud-native SaaS platform that delivers air-gapped and immutable protection across cloud, SaaS, on-premises, endpoint, and edge environments. Powered by Dru Meta Graph, Druva's graph-powered intelligence layer, the platform connects critical business context so customers can understand risk, respond faster, recover cleanly, and govern data with greater confidence.

Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva helps safeguard the critical information and systems businesses depend on in an increasingly connected world.

This role sits on a highly collaborative, performance-driven Commercial 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, maintaining and expanding existing customer relationships while actively hunting and closing net-new logos.

You will work in a true two-in-a-box model with a dedicated local Systems Engineer to drive deep discovery, strong customer engagement, and a consultative sales motion across the full lifecycle, from prospecting through expansion. This is a high-impact role for someone who thrives on territory ownership, values teamwork, and enjoys building durable customer relationships while driving new growth.

You will own and execute the go-to-market strategy for the assigned Commercial territory, managing a defined book of business while identifying, prospecting, and closing new customer opportunities across organizations with 251–2,999 employees.

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 a dedicated local 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 expansion, while building pipeline, forecasting accurately, and consistently delivering against revenue targets.

Prospect and close new sales opportunities in a defined territory and a defined set of target accounts

Manage and close new sales opportunities generated by 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 awareness and "buzz" in your territory

Arrange and help conduct initial product demonstrations and presentations

Manage sales process and opportunity closure

Ongoing account management to ensure customer satisfaction and to drive additional cross-sell/up-sell opportunities

3+ years of Account Executive experience with documented quota attainment

Sales experience in the IT or technology industry preferred

Proven ability to build executive-level relationships

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

Bachelor's Degree or equivalent

Success means consistently owning and growing the assigned Commercial territory through predictable, high-quality execution. You effectively balance expanding existing accounts with adding new logos, building trusted relationships with IT and security leaders and positioning Druva as a strategic partner.

You operate as a strong partner to your dedicated Systems Engineer, lead disciplined discovery, guide customers through value-based buying decisions, and maintain a healthy, well-managed pipeline with accurate forecasts. You collaborate closely with Customer Success and channel partners to drive renewals, expansions, and long-term retention.

You…