Account Executive at Druva

About Druva You won’t just join a company at Druva, you’ll help shape the future of data security at the moment it matters most. We are building a modern standard with our cloud-native solutions, designed to simplify the toughest challenges in cyber resilience for our customers. As the pioneer and market leader in fully managed SaaS data protection, we help organizations secure and recover their data from ransomware, cyberattacks, and operational disruptions without the complexity, cost, or risk of legacy infrastructure. Our momentum is backed by the market: Druva was named a Leader in the 2025 Gartner® Magic Quadrant™ for Backup and Data Protection Platforms, a Leader in the 2025 IDC MarketScape for Cyber-Recovery, and a Leader & Outperformer in the 2025 GigaOm Cloud Data Protection Radar. Even better, customers validate that leadership every day through strong Gartner Peer Insights ratings, standout Net Promoter Scores (NPS), and top willingness-to-recommend results. Visit druva.com and follow us on LinkedIn, X and Facebook. About the Team This role works within a highly collaborative, performance-driven Mid Market and SMB sales team focused on helping customers modernize data protection and cyber resilience with Druva’s 100% SaaS platform. The Account Executive owns the territory end-to-end, maintaining and expanding existing customer relationships while actively hunting and closing net-new logos. Role Purpose & Impact As the first dedicated SMB AE in the UKI, you will own and execute the go-to-market strategy for the UK&I SMB territory, managing a defined book of business while identifying, prospecting, and closing new customer opportunities across organizations with up to 250 Employees. You will build trusted relationships with IT and security leaders by understanding their business challenges and aligning them to Druva’s cloud-native data protection and cyber resilience platform. Partnering closely with your Systems Engineer, you will lead discovery, technical validation, and solution design to clearly articulate the value of a SaaS-based approach. You will collaborate cross-functionally with Customer Success, Channel Partners, and internal teams to support onboarding, adoption, renewals, and expansion, while building pipeline, forecasting accurately, and consistently delivering against revenue targets. What You’ll Do • Prospect and close new sales opportunities in your defined territory and a defined set of target accounts • Manage and close new sales opportunities generated by yourself, SDRs and Druva channel partners • Generate results; consistent, reliable performance with 100% minimum attainment expected • Partner with the local, regional and national channel partners to drive awareness and "buzz" in your territory • Arrange and help conduct initial product demonstrations and presentations • Manage sales process and opportunity closure • Ongoing account management to ensure customer satisfaction and to drive additional cross-sell/up-sell opportunities What Makes You a Great Fit • 2+ years of Acquisition Account Executive experience with documented quota attainment • Sales experience in the IT or technology industry preferred • Proven ability to build executive-level relationships • Continuous learner and student of the game - you want to constantly get better • Ability to understand the "bigger picture" and the business drivers around IT • You strive for greatness and push yourself • Commitment to professionalism, integrity, and positive team culture What Success Looks Like in the Role You consistently deliver results and make the most of a strong earning opportunity within a high-performing, winning team. You are a curious, proactive self-starter who takes ownership, spots opportunities early and acts with urgency. You sell smart by using tools like AI to improve prospecting, strengthen proposals and target the right accounts. You build trust and momentum through high activity, strong relationships and regular engagement with partners and customers, both virtually and in person. You run your patch with discipline and accountability, mastering the Druva playbooks, delivering strong demos and maintaining excellent sales rigour through MEDDIC, SFDC and forecasting. Why You’ll Love Working Here Innovation is how we operate, not a side project. You’ll work in a culture that values bold thinking and continuous improvement, where global teams experiment, iterate, and turn new ideas into products customers can rely on. If you’re looking for high-ownership work, visible impact, and a culture that values innovation, collaboration, accountability, and growth—where you’ll be trusted to lead and empowered to build—you’ll thrive at Druva.