Enterprise Account Director
Job Summary
We are seeking an exceptional Enterprise Account Executive to drive the full sales cycle for our data security platform, Databolt. This strategic role involves navigating long, complex sales cycles within highly regulated industries like Financial Services and Healthcare. You will act as a trusted advisor to C-level executives, orchestrating multi-stakeholder deals to secure sensitive data and enable modern analytics.
Responsibilities
- Manage full sales cycle for $1M+ ACV deals
- Navigate complex enterprise buying centers
- Lead technical evaluations and security reviews
- Develop land-and-expand strategies
- Leverage cloud ecosystem partnerships
Required Skills
- Enterprise SaaS sales experience
- Data security solution expertise
- Compliance framework knowledge (PCI-DSS, HIPAA)
- Complex contract negotiation
- Sales methodologies (MEDDIC/MEDDICC)
Job Details
Responsibilities:
- Own enterprise deals end-to-end: Source, develop, and close ARR through new logo acquisition and strategic expansion.
- Navigate complex buying centers: Build and execute multi-stakeholder strategies across security, data platform, compliance, legal, and procurement organizations.
- Run disciplined proof of concept: Lead technical evaluations with clear success criteria, tight timelines, and executive alignment.
- Master security reviews: Guide customers through vendor risk assessments, architecture reviews, penetration tests, and compliance validation (SOC2, ISO, PCI-DSS, HIPAA).
- Build compelling business cases: Quantify value across risk reduction (PCI scope reduction, breach prevention) and enablement outcomes (faster analytics, safe AI access, compliant data sharing).
- Negotiate complex contracts: Navigate DPAs, security exhibits, BAAs, indemnities, and enterprise licensing terms.
- Drive expansion: Develop land-and-expand strategies that grow initial deployments across lines of business, environments, and use cases.
- Partner strategically: Leverage cloud ecosystem relationships (AWS, Snowflake, Databricks, etc.) and GSI partnerships to accelerate deals.
Basic Qualifications:
- Bachelors Degree or military experience.
- At least 5 years experience in enterprise sales closing annual contract values of at least one million dollars in regulated industries.
- At least 3 years experience selling data security solutions (tokenization, encryption, data protection, secrets management, or identity access management) including navigating compliance frameworks (PCI-DSS, HIPAA, GDPR, SOC2).
- At least 3 years experience managing at least 9 month sales cycles using structured methodologies (e.g., MEDDIC, MEDDICC).
Preferred Qualifications:
- Experience selling hybrid deployment models (SaaS + customer environment).
- Experience co-selling with cloud data platforms or Global System Integrator (GSI) partners.
- Demonstrated ability displacing entrenched security vendors.
- Ability to understand modern data stack and cloud migration journeys.
- Demonstrated understanding of data privacy challenges associated with Generative AI and LLMs regarding PII leakage.