Account Executive

Who you are

• A proven track record as a hunter, having built pipeline largely from scratch through your own outbound effort
• Comfort running a challenger sales style: you bring insight and create urgency rather than waiting for the buyer to move
• Experience identifying and developing champions who move deals forward internally, even when you're not in the room
• Challenges prospects' current thinking by connecting data privacy gaps to real business risk, pushing the conversation beyond features and into impact
• Command of a modern sales methodology (MEDDPICC, Command of the Message, or similar) and the discipline to qualify rigorously and forecast accurately
• Strong, agile negotiation skills, closing terms quickly without losing deal momentum
• A track record of consistent quota attainment in full-cycle B2B SaaS sales, with experience navigating a high-velocity, mid-market sales motion. Specific numbers seem like something we should discuss in initial interviews
• A coachable mindset and the ability to take feedback and adjust quickly, especially during ramp
• Experience selling privacy, data governance, security, compliance, or other regulated or technical software
• Experience selling to privacy, legal, security, or IT stakeholders at the VP or Director level
• Familiarity with a modern GTM tech stack (Salesforce, Gong, sales engagement tooling) and comfort using AI to work smarter

What the job involves

• As a Mid-Market Account Executive, you'll own the full sales cycle in a segment with strong win rates and fast, 30 to 40 day sales cycles.
• There's a real market appetite for what we sell, giving you the opportunity to build your own pipeline, lead a challenger-style, insight-driven sales process, and quickly build momentum toward your first-year quota
• This team has consistently delivered strong results quarter over quarter, and you're joining a motion with a proven track record.
• Sales cycles here are measured in weeks, not the year-plus timelines common in enterprise sales, so you'll see the impact of your work sooner
• Build and manage a self-sourced pipeline at 3x coverage against quota, largely through your own outbound
• Run a challenger-style sales process: lead with insight, create urgency, and keep deals moving through a compressed 30 to 40 day cycle
• Identify and develop champions inside target accounts who advocate for you and carry deals forward internally
• Negotiate pricing and contract terms quickly and confidently, protecting deal momentum without stalling progress
• Manage your full-cycle pipeline with disciplined forecasting and CRM hygiene, from first outreach through close
• Ramp quickly on DataGrail's product, ICP, and sales process, contributing to pipeline within your first 90 days
• Within 90 Days You'll:
• Complete onboarding and develop deep fluency in DataGrail's platform, the privacy landscape, and our competitive differentiation
• Begin generating qualified pipeline and running discovery calls with strong command of the message
• Build pipeline at 3x coverage against a prorated quota with 1 to 2 deals already closed
• Within 180 Days You'll:
• Own a healthy, well-qualified pipeline with multiple opportunities actively advancing through stage
• Maintain 3x pipeline coverage against your full quota
• Close your first new-business deals and demonstrate consistent, accurate forecasting
• Within 365 Days You'll:
• Consistently meet or exceed your annual quota in new ARR through a repeatable, largely self-sourced pipeline motion
• Own a defined book of mid-market accounts with a clear plan for continued penetration and growth
• Develop multi-quarter account plans for your top mid-market accounts, identifying paths to expansion and long-term value beyond the initial deal

Benefits

• Work from anywhere
• Unlimited paid-time-off (+2 weeks mandatory!)
• Treat yourself with 8 scheduled “DataGrail Days” a year for personal wellness
• Annual stipend for continued career development
• Full healthcare coverage, including dental, and vision
• 401(k) plan
• Monthly hardware and remote office stipends