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About the Role
Arctera is seeking a Principal Account Executive to drive net-new logo acquisition and revenue expansion across highly regulated industries. You will own the end-to-end sales lifecycle, positioning Arctera's enterprise-grade SaaS solutions to C-suite buyers.
Responsibilities
- Own, manage, and close a highly strategic enterprise pipeline to consistently meet or exceed quarterly and annual ARR targets.
- Identify, engage, and build trusted-advisor relationships with key executive stakeholders.
- Lead multi-stakeholder, long-cycle enterprise sales processes ($500K-$1M+ ARR) involving rigorous technical assessments, security reviews, and legal/procurement negotiations.
- Collaborate with Solutions Engineers, Product, and Marketing teams to execute customized account-based sales campaigns into Fortune 500 prospects.
- Conduct deep discovery and deliver tailored, high-impact business cases demonstrating ROI, risk mitigation, and regulatory compliance.
- Maintain an exceptionally clean, data-driven sales pipeline and provide accurate weekly/monthly revenue forecasts within Salesforce.
Requirements
- 10+ years of quota-carrying, direct enterprise software (SaaS) sales experience.
- 5+ years selling enterprise archiving or communications surveillance solutions.
- A documented history of overachieving $1M+ ARR quotas and closing complex enterprise-grade deals.
- Demonstrated success selling into complex, highly regulated verticals (e.g., Finance, Healthcare, Legal).
- World-class verbal, written, and presentation skills with a natural ability to command a room of executive decision-makers.
- Highly disciplined, self-motivated, and capable of managing a complex pipeline autonomously in a fully remote environment.
Skills
- Information governance
- AI compliance
- Risk management
- Cybersecurity
- Salesforce
- Oracle CRM
- HubSpot
- Gong
- LinkedIn Sales Navigator
- ZoomInfo
- Outreach
- Salesloft
- Contract negotiation
- Enterprise archiving
- Communications surveillance
- eDiscovery
Location
- Remote
Work Type
- Full-time
- Remote
Experience Level
- Principal
- 10+ years
Salary/Compensations
- CA generally ranges: $1-$100,000,000
- All other locations fall under our General State range: $147,109-$220,663
Benefits
- Healthcare
- Life insurance
- Disability benefits
- 401(k) plan and company match
About the Company
- Cloud Software Group is one of the world’s largest cloud solution providers, serving more than 100 million users around the globe.
- We value passion for technology and the courage to take risks.
- Everyone is empowered to learn, dream, and build the future of work.
- We are on the brink of another Cambrian leap -- a moment of immense evolution and growth.
Equal Opportunity
- Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination.
- All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.
- If you need a reasonable accommodation due to a disability during any part of the application process, please contact us via the Bridge portal for assistance.