Senior Commercial Account Executive

About Druva

You won’t just join a company at Druva, you’ll help shape the future of data security at the moment it matters most. We are building a modern standard with our cloud-native solutions, designed to simplify the toughest challenges in cyber resilience for our customers. As the pioneer and market leader in fully managed SaaS data protection, we help organizations secure and recover their data from ransomware, cyberattacks, and operational disruptions without the complexity, cost, or risk of legacy infrastructure.

Our momentum is backed by the market: Druva was named a Leader in the 2025 Gartner® Magic Quadrant™ for Backup and Data Protection Platforms, a Leader in the 2025 IDC MarketScape for Cyber-Recovery, and a Leader & Outperformer in the 2025 GigaOm Cloud Data Protection Radar. Even better, customers validate that leadership every day through strong Gartner Peer Insights ratings, standout Net Promoter Scores (NPS), and top willingness-to-recommend results.

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About the Team

This role sits on a highly collaborative, performance-driven Commercial sales team focused on helping customers modernize data protection and cyber resilience with Druva’s 100% SaaS platform. The Account Executive owns the territory end-to-end, maintaining and expanding existing customer relationships while actively hunting and closing net-new logos.

You will work in a true two-in-a-box model with a dedicated local Systems Engineer to drive deep discovery, strong customer engagement, and a consultative sales motion across the full lifecycle, from prospecting through expansion. This is a high-impact role for someone who thrives on territory ownership, values teamwork, and enjoys building durable customer relationships while driving new growth.

Role Purpose & Impact

You will own and execute the go-to-market strategy for your territory, managing a defined book of business while identifying, prospecting, and closing new customer opportunities across organizations with 251–2,999 employees.

You will build trusted relationships with IT and security leaders by understanding their business challenges and aligning them to Druva’s cloud-native data protection and cyber resilience platform. Partnering closely with a dedicated local Systems Engineer, you will lead discovery, technical validation, and solution design to clearly articulate the value of a SaaS-based approach.

You will collaborate cross-functionally with Customer Success, Channel Partners, and internal teams to support onboarding, adoption, renewals, and expansion, while building pipeline, forecasting accurately, and consistently delivering against revenue targets.

What You’ll Do

• Prospect and close new sales opportunities in a defined territory and a defined set of target accounts
• Generate results; consistent, reliable performance with 100% minimum attainment expected
• Partner with the local, regional and national channel partners to drive awareness and "buzz" in your territory
• Arrange and help conduct initial product demonstrations and presentations
• Manage sales process and opportunity closure
• Ongoing account management to ensure customer satisfaction and to drive additional cross-sell/up-sell opportunities

What Makes You a Great Fit

• 3+ years of Field Account Executive experience with documented quota attainment
• Sales experience in the IT or technology industry preferred
• Proven ability to build executive-level relationships
• Continuous learner and student of the game - you want to constantly get better
• Ability to understand the "bigger picture" and the business drivers around IT
• You strive for greatness and push yourself
• Commitment to professionalism, integrity, and positive team culture
• Bachelor's Degree or equivalent 

What Success Looks Like in this Role 

Success means consistently owning and growing the territory through predictable, high-quality execution. You effectively balance expanding existing accounts with adding new logos, building trusted relationships with IT and security leaders and positioning Druva as a strategic partner.

You operate as a strong partner to your dedicated Systems Engineer, lead disciplined discovery, guide customers through value-based buying decisions, and maintain a healthy, well-managed pipeline with accurate forecasts. You collaborate closely with Customer Success and channel partners to drive renewals, expansions, and long-term retent