{"id":449239,"url":"https://alion.io/job/sonrai-security-senior-account-executive","title":"Senior Account Executive","company":{"id":15312,"name":"Sonrai Security","domain":"sonraisecurity.com","url":"https://alion.io/company/sonrai-security","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Lever","truth_index":null},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Philadelphia, United States"],"countries":["US"],"hiring_countries":["US"],"hiring_countries_total":1,"salary":null,"salary_estimate":{"min_usd":100000,"max_usd":196000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":2094},"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2025-11-20T14:01:12Z","employer_posted_date":"2025-11-20","last_verified_at":"2026-11-05T23:51:37Z","board_verified":true,"closed_at":null,"days_open":350,"trust":{"level":"stale","repost_count":0,"flags":["stale"],"days_open":349},"description":"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.\nKey Responsibilities:\nSales Strategy & Execution\nDevelop and execute a territory and account strategy to achieve and exceed revenue targets in the enterprise and upper mid- market segments. \nOwn the full sales cycle from prospecting to close, with a focus on multi-stakeholder, complex sales motions. \nProactively identify, qualify, and prioritize new business opportunities while expanding existing relationships.\nClient Relationship Management\nBuild trusted advisor relationships with C-level executives, VPs, and other senior decision-makers.\nUnderstand clients’ business objectives, compliance challenges, and security requirements to design tailored solutions that drive measurable outcomes.\nEstablish multi-threaded relationships within accounts to ensure long-term success and expansion opportunities.\nProduct Knowledge & Thought Leadership\nMaintain deep knowledge of cloud security trends, competitive landscape, and emerging technologies.\nServe as a thought leader and advisor by mapping Sonrai’s value to clients’ evolving security strategies.\nEffectively communicate complex technical concepts in a way that resonates with both technical and business stakeholders.\nSales Presentations & Negotiations\nDeliver persuasive presentations and solution demonstrations that clearly articulate business value.\nLead executive-level discussions, RFP responses, and contract negotiations to secure long-term agreements.\nDrive urgency and consensus across client stakeholders to accelerate deal cycles.\nCross-Functional Collaboration\nPartner with Sales Engineering, Product, Marketing, and Customer Success to deliver exceptional client experiences.\nProvide feedback from the field to influence product roadmap and go-to-market strategies.\nMentor Account Executives and contribute to building a high-performance sales culture\nSkills & Experience\n5-8 years of experience selling enterprise B2B software or related technologies, preferably in cloud security or SaaS.\nProven track record of consistently exceeding quota ($1M+ ARR targets preferred).\nExperience navigating complex, multi-stakeholder sales cycles with enterprise customers.\nStrong executive presence and ability to engage with C-level decision-makers.\nConsultative selling skills with the ability to link technology to business outcomes.\nDemonstrated success with outbound prospecting and building pipeline in competitive markets.\nTechnical aptitude to understand and position Sonrai’s platform and integrate with a modern sales tech stack.\nStrong communication, negotiation, and interpersonal skills.\nBachelor’s degree in Business, Marketing, or related field (MBA a 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