On-site
SaaS
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About this role
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 MetaGraph, 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.
Visit druva.com and follow us on LinkedIn, X and Facebook.
The Role:
We are looking for a driven, hungry Account Executive to join our team and aggressively grow Druva’s Data Security solutions within a defined territory. This hunter-focused role requires a challenger mentality and an innovative, value-based sales approach to stand out in a competitive landscape.
You will proactively seek new opportunities and expand existing accounts by confidently engaging IT decision-makers at multiple levels. Success in this role means thinking creatively to solve customer challenges, commanding Druva’s messaging, and effectively differentiating our solutions.
Who You Are:
You’re a self-starter who thrives on taking ownership and pushing beyond conventional sales tactics. Detail-oriented and process-aware, you balance discipline with a willingness to challenge the status quo and think outside the box. You build trusted advisor relationships by deeply understanding customer needs and delivering clear, compelling value propositions.
While formal experience is important, what truly sets you apart is your hunger to win, your ability to challenge assumptions, and your drive to exceed targets through smart, strategic effort.
What You’ll Do:
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Outbound-Heavy
Self-sourced pipeline via cold outreach
Buyer Persona
C-Suite
Selling to executive decision-makers
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
Role Signals
Green Flags
Inherit existing accounts
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAccount Executives are the revenue engine of any sales organization — this role will require strong pipeline management and closing skills.
Top SaaS reps often earn significant upside through accelerators once quota is exceeded.
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