Senior Account Executive at Sonrai Security

Philadelphia, Pennsylvania, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, Cloud Security, TechnologyIndustries

Requirements

5–8 years of experience selling enterprise B2B software or related technologies, preferably in cloud security or SaaS
Proven track record of consistently exceeding quota ($1M+ ARR targets preferred)
Experience navigating complex, multi-stakeholder sales cycles with enterprise customers
Strong executive presence and ability to engage with C-level decision-makers
Consultative selling skills with the ability to link technology to business outcomes
Demonstrated success with outbound prospecting and building pipeline in competitive markets
Technical aptitude to understand and position Sonrai’s platform and integrate with a modern sales tech stack
Strong communication, negotiation, and interpersonal skills
Bachelor’s degree in Business, Marketing, or related field (MBA a plus)

Responsibilities

Develop and execute a territory and account strategy to achieve and exceed revenue targets in the enterprise and upper mid-market segments
Own the full sales cycle from prospecting to close, with a focus on multi-stakeholder, complex sales motions
Proactively identify, qualify, and prioritize new business opportunities while expanding existing relationships
Build trusted advisor relationships with C-level executives, VPs, and other senior decision-makers
Understand clients’ business objectives, compliance challenges, and security requirements to design tailored solutions that drive measurable outcomes
Establish multi-threaded relationships within accounts to ensure long-term success and expansion opportunities
Maintain deep knowledge of cloud security trends, competitive landscape, and emerging technologies
Serve as a thought leader and advisor by mapping Sonrai’s value to clients’ evolving security strategies
Effectively communicate complex technical concepts in a way that resonates with both technical and business stakeholders
Deliver persuasive presentations and solution demonstrations that clearly articulate business value
Lead executive-level discussions, RFP responses, and contract negotiations to secure long-term agreements
Drive urgency and consensus across client stakeholders to accelerate deal cycles
Partner with Sales Engineering, Product, Marketing, and Customer Success to deliver exceptional client experiences
Provide feedback from the field to influence product roadmap and go-to-market strategies
Mentor Account Executives and contribute to building a high-performance sales culture

Skills

B2B Sales

Enterprise Software Sales

Cloud Security

Sales Strategy

Territory Management

Prospecting

Account Management

C-level Engagement

Complex Sales Cycles

Revenue Growth

Quota Exceedance

Sonrai Security

Cloud security solutions for enterprises

About Sonrai Security

Sonrai Security focuses on cloud security for businesses that have migrated their operations to platforms like AWS, GCP, and Azure. Their main product, the Sonrai Graph, offers a detailed view of all identities, activities, and relationships within a company's cloud environment. This allows businesses to understand and manage their security measures effectively as they transition to the cloud. Sonrai Security generates revenue by providing services such as mapping permissions for identities, detecting risky privilege escalations, and monitoring activity logs and cloud assets in real time. A standout feature is the Sonrai Risk Insights Engine, which identifies the most significant risks to a business and advises on prioritizing fixes. This proactive approach to risk management helps companies save time and reduce potential threats, positioning Sonrai Security as a key ally in their cloud security efforts.

New York City, New YorkHeadquarters

2017Year Founded

$86.1MTotal Funding

SERIES_CCompany Stage

CybersecurityIndustries

51-200Employees

Risks

Increased competition from established firms like CrowdStrike in AI-driven threat detection.

Potential talent acquisition challenges due to local cybersecurity layoffs.

Growing complexity of cloud environments may challenge comprehensive security solutions.

Differentiation

Sonrai Security offers a unique Sonrai Graph for comprehensive cloud identity mapping.

The Risk Insights Engine provides proactive risk management for cloud environments.

Sonrai's Governance Automation Engine automates security workflows across cloud platforms.

Upsides

Integration with AI enhances Sonrai's threat detection capabilities.

Expansion of cloud permissions firewall strengthens security across AWS, Azure, and Google Cloud.

Collaboration with Microsoft Sentinel and Defender offers comprehensive threat remediation.

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