Note: The job is a remote job and is open to candidates in USA. Sonrai Security is a company focused on helping enterprises manage and govern risks in their cloud environments. As a Senior Account Executive, you will be responsible for expanding the company's presence in the enterprise and upper mid-market segments, owning complex sales cycles, and building strategic relationships with senior decision-makers.
Responsibilities
- Develop and execute a territory and account strategy to achieve and exceed revenue targets in the enterprise and upper mid- market segments
- Own the full sales cycle from prospecting to close, with a focus on multi-stakeholder, complex sales motions
- Proactively identify, qualify, and prioritize new business opportunities while expanding existing relationships
- Build trusted advisor relationships with C-level executives, VPs, and other senior decision-makers
- Understand clients’ business objectives, compliance challenges, and security requirements to design tailored solutions that drive measurable outcomes
- Establish multi-threaded relationships within accounts to ensure long-term success and expansion opportunities
- Maintain deep knowledge of cloud security trends, competitive landscape, and emerging technologies
- Serve as a thought leader and advisor by mapping Sonrai’s value to clients’ evolving security strategies
- Effectively communicate complex technical concepts in a way that resonates with both technical and business stakeholders
- Deliver persuasive presentations and solution demonstrations that clearly articulate business value
- Lead executive-level discussions, RFP responses, and contract negotiations to secure long-term agreements
- Drive urgency and consensus across client stakeholders to accelerate deal cycles
- Partner with Sales Engineering, Product, Marketing, and Customer Success to deliver exceptional client experiences
- Provide feedback from the field to influence product roadmap and go-to-market strategies
- Mentor Account Executives and contribute to building a high-performance sales culture
Skills
- 5–8 years of experience selling enterprise B2B software or related technologies, preferably in cloud security or SaaS
- Proven track record of consistently exceeding quota ($1M+ ARR targets preferred)
- Experience navigating complex, multi-stakeholder sales cycles with enterprise customers
- Strong executive presence and ability to engage with C-level decision-makers
- Consultative selling skills with the ability to link technology to business outcomes
- Demonstrated success with outbound prospecting and building pipeline in competitive markets
- Technical aptitude to understand and position Sonrai's platform and integrate with a modern sales tech stack
- Strong communication, negotiation, and interpersonal skills
- Bachelor's degree in Business, Marketing, or related field
- MBA a plus
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