Senior Account Executive

Job description

**Odaseva** provides enterprise data management and security solutions that help organizations exercise sovereignty over their critical data. Companies representing 10% of global market capitalization trust Odaseva, including Schneider Electric, Volkswagen and Robert Half. Its Excalibur Data Platform enables customers to protect, secure, move, and use data and code independently of application vendors. The platform supports complex and high-volume use cases, including backup, archiving, zero-copy, BCDR & High Availability, data federation, and semantic AI orchestration. Customer-controlled end-to-end encryption raises the bar for enterprise security. With 11 patents, **Odaseva** manages 50 trillion records and supports 100 million users. ## **Position Overview** The Senior Account Executive, New Business is first and foremost responsible for **driving new revenue** — growing their territory, building a strong pipeline through extremely targeted outreach, and winning new enterprise logos. This includes breaking into net-new business units within existing client organizations and securing footholds in children companies and subsidiaries within large conglomerates, in addition to leading complex sales cycles to close net-new enterprise customers. The Senior Account Executive builds strong, high-value relationships early, establishes the foundation for long-term success, and ensures new clients are set up for transformational outcomes before handoff. This position requires deep expertise in modern data challenges — including privacy, compliance, governance, security, and scale — and the ability to translate Odaseva and data management capabilities into measurable business transformation for net-new clients and newly-penetrated business units alike. As a trusted advisor, the Senior Account Executive conducts advanced discovery, shapes the customer's strategic vision, and co-creates long-term transformation roadmaps that align Odaseva's solutions with business outcomes, risk mitigation, and operational excellence. The role demands mastery in consultative selling methodologies, competitive positioning, and value-based storytelling across C-suite, IT, legal, and business stakeholders — as well as the territory and account-mapping instincts needed to identify where new pipeline exists within complex, multi-entity organizations. The Senior Account Executive works in close collaboration with the Customer Success Manager (CSM) and Field Deployment Engineer (FDE), with the three functions operating as a **POD** for their commonly assigned territory — orchestrating cross-functional resources and working closely with marketing, partners, and executive sponsors to execute large, high-impact deals and establish Odaseva as the trusted strategic platform for data resilience, governance, and business continuity across new enterprise accounts, new business units, and new logos alike, helping them with their data estate for optimal AI ROI. ### Key Responsibilities **Strategic Customer Discovery & Solutions Selling** - Lead executive-level discovery with net-new enterprise prospects to uncover strategic, technical, and compliance-driven needs across IT, security, legal, operations, and business units. - Identify and pursue targeted outreach opportunities across the assigned territory — including new business units within existing clients and children companies within larger conglomerates — to maximize new logo acquisition. - Shape the customer's strategic vision and co-create transformation roadmaps that align Odaseva solutions with business outcomes, risk mitigation, and operational excellence, including how clients optimize their data estate for AI performance. - Expert in big enterprise selling - Establish trust and credibility early, setting the foundation for long-term client success before handing the account over to expansion or account management teams after the first year. - Leverage all internal resources and ecosystem services, working in close collaboration with the CSM and FDE as a POD to maximize territory coverage and deal execution. - Get plugged into the relevant communities from CIOs, CDOs to CRM architects and Data experts **Value Alignment & Product Expertise** - Be an Odaseva expert and Data Evangelist - Translate Odaseva capabilities into measurable outcomes for new clients focusing on ROI. - Self-learner on both new products features and market updates - Focusing on value-based selling **Pipeline Management & CRM Mastery** - Build and maintain a high-quality new-business pipeline, using CRM insights to prioritize opportunities and forecast with accuracy. - Tight alignment within the POD and close collaboration with internal teams to present 1 unified voice to our clients and efficient deal progression ### Required Qualifications - 8-12 years in Enterprise Selling - Experience in leading strategic discovery and consultative sales at the enterprise level, engaging C-suite and executive sponsors across IT, security, data, legal, operations, and business functions. - Demonstrated success in acquiring new enterprise clients - Mastery of value-based selling and qualification methodologies with the ability to guide complex deals, influence buying committees, and drive executive alignment. - Proven ability to build, manage, and forecast a high-quality new-business pipeline, with discipline in CRM use and territory strategy. - Executive presence and communication excellence, capable of delivering compelling business cases, shaping client strategy, and navigating complex stakeholder environments. - Experience orchestrating cross-functional deal teams. ### Preferred qualifications - Experience in storage backup and data - Deep understanding of enterprise data challenges, including privacy, compliance, governance, security, sovereignty and business continuity, with the ability to translate these into Salesforce/Odaseva value propositions. - Expert in CRM, especially Salesforce - Strong product and ecosystem expertise, ideally in Salesforce (Data Cloud, AI, Platform, Integration, Security) or similar enterprise platforms. - Continuous learning mindset - Passionate about growing and scaling business built on new technologies