Account Executive

About the role

Rubrik is seeking a dedicated professional to join our sales organization and help enterprise clients achieve cyber resilience. You will manage the full sales lifecycle within your assigned territory, focusing on both new logo acquisition and expanding existing customer relationships. In this capacity, you are expected to own the complete commercial engagement from initial contact through to expansion and renewal. You will act as the primary business owner responsible for forecasting, pipeline management, and quota attainment within your defined market. The role requires a strategic approach to identifying customer pain points and aligning Rubrik solutions to address specific business outcomes. You will leverage your expertise to build compelling narratives that resonate with executive stakeholders and influence purchasing decisions. Success in this position is defined by your ability to drive sustainable growth and establish long-term partnerships with key accounts.

Key facts

What you'll do

• Conduct in-depth discovery sessions to uncover latent business needs and translate them into a structured sales strategy.
• Architect and own a multi-stage sales pipeline that ensures visibility, accuracy, and consistent progression of opportunities.
• Formulate and execute territory-specific account plans that prioritize high-value targets and outline key engagement strategies.
• Orchestrate tailored demonstrations that effectively communicate the technical merits and financial impact of Rubrik solutions.
• Synthesize competitive intelligence to position Rubrik offerings against alternative technologies and vendor landscapes.
• Facilitate collaborative selling engagements by working closely with Sales Engineers to deliver technically sound proposals.
• Negotiate commercial terms and champion agreements through to successful closure while maintaining rigorous documentation.
• Analyze regional market trends and customer feedback to provide actionable insights to product and leadership teams.
• Mentor junior sales staff on best practices for pipeline development and stakeholder management within the sector.
• Monitor key performance indicators and adjust tactics proactively to ensure alignment with quarterly and annual objectives.
• Forge strategic relationships with systems integrators and reseller networks to identify co-sell opportunities.
• Leverage data analytics to track conversion rates, cycle lengths, and win-loss patterns for continuous improvement.
• Represent Rubrik at industry forums and client meetings to strengthen brand presence and market authority.
• Maintain meticulous records of all customer interactions to ensure continuity and informed decision-making.

Requirements

• You possess a minimum of 5 years of experience in technical sales, specifically closing deals for IT infrastructure or SaaS products.
• You have a proven history of generating net new business through self-sourced pipeline activities and independent prospecting.
• You can articulate complex IT challenges into clear business outcomes for enterprise personas without relying on technical jargon.
• You have direct experience working with channel partners, distributors, and value-added resellers to drive revenue growth.
• You demonstrate a goal-oriented mindset with high levels of integrity, tenacity, and accountability for results.
• You are comfortable operating in a fast-paced environment where priorities evolve and adaptability is essential.
• You hold a strong commitment to ethical sales practices and compliance with all corporate policies and regulations.
• You are willing to relocate or work remotely within the specified location parameters as defined by the role.

Nice to have

• You are proficient in the MEDDPICC sales qualification framework and apply it consistently to your deals.
• You have experience utilizing Command of the Message methodology to structure compelling value propositions.
• You have a demonstrated ability to build and maintain strong internal and external champions across multiple stakeholders.

Skills & tools

• Sales pipeline management
• Enterprise account strategy
• IT infrastructure and SaaS sales
• Channel partner collaboration
• MEDDPICC and Command of the Message

Practical notes

Rubrik is an equal opportunity employer and provides reasonable accommodations for individuals with disabilities during the application process. Interested candidates should contact hr@rubrik.com for assistance with accommodations. All applicants must review and agree to the company nondisclosure agreement as part of the application process. The position is designated as full-time and may involve travel within the assigned territory as required by business needs. No specific visa sponsorship details are provided in this job description, and candidates must ensure they have the right to work in the stated location. The engagement is full-time, and candidates should be prepared to commit to the standard working hours expected within the Rubrik sales organization.