Senior Enterprise Account Executive at Dragos

Saudi Arabia

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, ICS/OT, IndustrialIndustries

Requirements

7+ years of enterprise sales experience in cybersecurity, ideally with exposure to the ICS/OT market
Proven ability to navigate enterprise buying processes, including budget management, stakeholder influence and procurement cycles
Strong relationships with C-level executives and experience managing multi-stakeholder negotiations
Track record of quota attainment in new ARR within complex accounts
Experience working with channel partners, including OEMs, VARs, Distributors, and GSIs
Technical awareness of threat intelligence, vulnerability management, and cybersecurity risk strategies, with an ability to translate technical concepts into business value discussions
Proficient in conducting strategic discovery conversations to uncover prospects’ needs, pain points and business objectives, ensuring solutions are tailored to maximum value
A collaborative and team-driven mentality, with the ability to challenge and influence effectively in high-stakes negotiations
Adaptability in fast-paced startup environments, demonstrating ownership, problem-solving and resourcefulness

Responsibilities

Identify, qualify, and secure new enterprise accounts within assigned territories (Saudi Arabia, Jordan, Oman, Kuwait, UAE), driving predictable revenue growth according to the Dragos GTM strategy
Develop and execute strategic account plans, ensuring long-term alignment between client needs and Dragos' solutions
Build and manage complex, multi-stakeholder sales cycles at both plant level and corporate level. Successfully navigate enterprise procurement processes
Promote and sell Dragos' full suite of solutions including the Dragos Platform, Threat Intelligence and Professional Services with a consultative approach
Maintain deep engagement across critical industries, including energy, manufacturing, utilities, and other infrastructure sectors
Collaborate cross-functionally with Solution Architects, Marketing, Channel Managers and Executives to refine strategy and execution
Partner with OEMs and channel partners to amplify business opportunities
Drive predictable forecasting and pipeline management using methodical sales frameworks (e.g., MEDDPICC, Value Selling)
Craft compelling ROI narratives that demonstrate measurable business value, making it easy for customers to justify investment

Skills

Enterprise Sales

Account Management

Strategic Planning

Sales Cycle Management

Procurement Processes

Territory Management

ICS/OT Cybersecurity

Revenue Growth

Multi-stakeholder Engagement

Dragos

Cybersecurity for industrial control systems

About Dragos

Dragos specializes in cybersecurity for industrial control systems (ICS) and operational technology (OT) environments, which are essential for industries like manufacturing, energy, and transportation. Their main product, the Dragos Platform, allows organizations to visualize their network, detect threats, and respond effectively to cyberattacks. This platform is particularly important because many ICS and OT systems are outdated and vulnerable to attacks that could impact public safety and economic stability. Dragos differentiates itself by focusing specifically on the unique needs of these industrial sectors, providing both a comprehensive platform and consulting services to help clients enhance their cybersecurity strategies. The company's goal is to protect critical industrial assets from cyber threats, ensuring the safety and reliability of essential services across various industries.

Glen Burnie, MarylandHeadquarters

2016Year Founded

$420.4MTotal Funding

SERIES_DCompany Stage

Consulting, Industrial & Manufacturing, CybersecurityIndustries

501-1,000Employees

Benefits

Medical, dental, vision, disability, & life insurance

401k with match

Equity

Competitive compensation

Remote working options

Pet-friendly options

In-house brewery

Risks

Emerging OT cybersecurity firms may erode Dragos' market share.

Rapid evolution of ransomware tactics may outpace Dragos' detection capabilities.

Integration of new acquisitions may face operational challenges.

Differentiation

Dragos specializes in cybersecurity for industrial control systems and operational technology environments.

The Dragos Platform offers comprehensive visibility, threat detection, and rapid response tools.

Dragos provides consulting services to enhance strategic cybersecurity roadmaps for organizations.

Upsides

Rising ransomware attacks increase demand for Dragos' OT cybersecurity solutions.

Strategic partnerships enhance Dragos' service offerings and customer trust.

Acquisition of Network Perception strengthens Dragos' platform capabilities.

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