[Remote] Account Executive, SaaS Product Line Specialist

Note: The job is a remote job and is open to candidates in USA. Rubrik is hiring a SaaS Product Line Sales Specialist to grow its SaaS data protection and security business in a defined territory. The role partners with account executives, sales engineers, and customer success teams to lead technical sales engagements, win competitive opportunities, and expand customer accounts.

Responsibilities

• Own the SaaS product line number: partner with core Account Executives to identify, qualify, and close SaaS data protection and security opportunities across net-new and existing accounts
• Lead with technical credibility: articulate Rubrik’s SaaS architecture, security posture, and the gaps in Microsoft’s and Google’s native shared responsibility model in a way that resonates with both technical and business buyers
• Drive technical discovery and validation: run or co-lead discovery calls, demos, and proof-of-concept engagements for M365, Google Workspace, and Salesforce workloads alongside Sales Engineers
• Win competitive deals: build and defend positioning against SaaS-native vendors (AvePoint, CoreView, Keepit, Veeam, Druva, and similar), translating technical differentiation into business value
• Build territory and account plans: develop a coverage strategy in partnership with core sales, SE, and channel teams to maximize SaaS attach and expansion within the install base
• Engage multiple stakeholders: present to IT administrators, security and compliance teams, and executive economic buyers, tailoring the message to each audience
• Forecast with discipline: maintain accurate pipeline and forecast data in Salesforce and participate in regular business reviews
• Stay current: maintain deep knowledge of Rubrik’s SaaS roadmap, the M365/Google Workspace/Salesforce ecosystems, and the competitive landscape

Skills

• 3+ years of quota-carrying sales experience selling SaaS data protection, security, or governance solutions for Microsoft 365, Google Workspace, or Salesforce environments
• Comfortable discussing tenant architecture, APIs, identity and access management (Entra ID/Azure AD), backup and recovery mechanics, and security and compliance frameworks without relying solely on a Sales Engineer
• A track record of running or co-leading technical discovery and proof-of-concept engagements, not just handing off to a technical resource
• Comfortable navigating complex, multi-stakeholder sales cycles across IT, security, and executive buyers in mid-market and enterprise accounts
• Prior success working in a platform-selling model alongside core Account Executives, Sales Engineers, and Customer Success
• Consistent history of quota attainment and strong pipeline generation
• Bachelor's degree or equivalent practical experience
• Experience at a SaaS data protection or management vendor such as AvePoint, CoreView, or Keepit (or a comparable company like Druva, Veeam, or Spanning)
• Hands-on familiarity with Microsoft 365 administration, Entra ID/Azure AD, or Salesforce administration
• Experience selling a data security or resiliency platform that spans SaaS, cloud, and on-premises workloads
• Existing relationships with IT, security, or compliance buyers in target accounts

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