DataGrail - Enterprise Account Executive
Requirements
• A track record of consistently exceeding quotas of $1M+ by owning every part of complex, enterprise B2B SaaS sales cycles. • Demonstrated ability to define and execute territory and account plans that generate your own pipeline rather than waiting on inbound. • Experience selling technical, multi-stakeholder solutions to senior buyers (privacy, legal, security, IT, or data leadership is a strong plus). • Command of a modern sales methodology (MEDDPICC, Command of the Message, or similar) and the discipline to qualify rigorously and forecast accurately. • Comfort operating in a fast-paced startup environment — you don't need every detail to act, and you thrive amid ambiguity and change. • Strong business and financial acumen; you build quantified business cases and sell on value, not features. • A genuinely collaborative, team-first orientation — you win as a team and raise the bar for everyone around you. • Excellent written and verbal communication, executive presence, and the credibility to be trusted as an advisor. • Experience in privacy, data governance, security, compliance, or other regulated/technical software categories. • A history of being an early or foundational enterprise seller who helped build the motion, not just run it. • Familiarity with a modern GTM tech stack (Salesforce, Gong, sales engagement and intelligence tooling) and a comfort using AI to work smarter. • What Success Looks Like
Responsibilities
• Own the complete enterprise sales cycle — from pipeline generation and discovery through negotiation, close, and expansion — across a defined territory of strategic accounts. • Run complex, multi-threaded deals involving privacy, legal, security, IT, and executive stakeholders, navigating procurement and security review with a consultative, value-led approach. • Consistently meet and exceed an annual quota of $1M+ in new and expansion ARR. • Build and execute rigorous territory and account plans that identify where DataGrail creates the most value — and prioritize accordingly. • Develop and manage a healthy, well-qualified pipeline — partnering with SDRs and Marketing on targeted, account-based pipeline generation while owning meaningful self-sourced opportunity creation — and move multiple deals through the funnel simultaneously with strong stage discipline and forecast accuracy. • Lead discovery that uncovers the real business and regulatory drivers behind a privacy initiative — and translate them into a compelling, quantified business case. • Partner closely with Solutions Engineering, Customer Success, Product, and Marketing to win deals as a team and set customers up for long-term success. • Stay sharp on the privacy regulatory landscape (GDPR, CCPA/CPRA, and the expanding U.S. state-law patchwork) and the competitive field, positioning DataGrail's automation depth and integration ecosystem against legacy alternatives. • Maintain disciplined CRM hygiene and forecasting so the business can plan and scale with confidence. • Complete onboarding and develop deep fluency in the DataGrail platform, the privacy landscape, and our competitive differentiation. • Build and present a clear territory plan, including your highest-priority target accounts and the thesis behind each. • Begin generating qualified pipeline and run your first discovery calls with strong command of the message. • Own a healthy, well-qualified pipeline with multiple active enterprise opportunities advancing through stage. • Close your first new-business deals and demonstrate consistent, accurate forecasting. • Establish strong working partnerships with Solutions Engineering, Customer Success, and Marketing to win as a team. • Consistently meet or exceed your annual quota with a balanced, repeatable pipeline built across self-sourced, SDR-partnered, and marketing-sourced opportunities. • Be recognized as a go-to voice on enterprise deal strategy, contributing best practices that lift the broader sales team. • Own a set of strategic accounts with a clear, multi-quarter plan for land, expansion, and long-term value.
Benefits
• All full-time regular employees are eligible for equity, health, dental & vision insurance plans, remote-first working environment, 401k savings plan, parental leave, wellness benefits, flexible time off, paid holidays, and a work from home stipend. Benefits are subject to change. • $260,000—$290,000 USD
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