Senior Account Executive

Job description

Sonrai (pronounced Son-ree), which means “data” in Irish, helps enterprises unearth, prioritize, and remove risks in every part of their cloud. Our mission is to deliver the preeminent platform for enterprise companies to understand, monitor, and govern risk across every part of their public cloud. We are backed by seasoned cybersecurity investors including Menlo Ventures, Polaris Partners, TenEleven Ventures, and ISTARI. Candidates who join our team will have a tremendous impact on our success & mission to be the industry leader in our space. We’re looking for candidates who are passionate about solving the complex cloud security challenges posed by rapid cloud adoption with a motivated, close-knit team. As aSenior Account Executive at Sonrai Security, you will play a pivotal role in expanding our presence in the enterprise and upper mid-market segments. You will be responsible for owning complex sales cycles, building strategic relationships with senior decision-makers, and driving significant revenue growth. This position requires a highly motivated, consultative seller with a proven track record of exceeding quotas in B2B enterprise software, a strong understanding of cloud security, and the ability to influence outcomes across multi-stakeholder environments. Key Responsibilities: ### Sales Strategy & Execution - 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. ### Client Relationship Management - 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. ### Product Knowledge & Thought Leadership - 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. ### Sales Presentations & Negotiations - 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. ### Cross-Functional Collaboration - 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 & Experience - 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).