Senior Account Executive

As a Senior 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).