Account Executive, SaaS Product Line Specialist

Summary

Rubrik is a security and AI operations company that provides data protection, cyber resilience, and enterprise AI solutions. The Account Executive, SaaS Product Line Specialist will own and accelerate SaaS data protection sales within a defined territory, partnering with Account Executives, Sales Engineers, and Customer Success to drive technical discovery, competitive positioning, and deal closure.

Responsibilities

• Own the SaaS product line number: partner with core Account Executives to identify, qualify, and close SaaS data protection and security opportunities across net-new and existing accounts
• Lead with technical credibility: articulate Rubrik’s SaaS architecture, security posture, and the gaps in Microsoft’s and Google’s native shared responsibility model in a way that resonates with both technical and business buyers
• Drive technical discovery and validation: run or co-lead discovery calls, demos, and proof-of-concept engagements for M365, Google Workspace, and Salesforce workloads alongside Sales Engineers
• Win competitive deals: build and defend positioning against SaaS-native vendors (AvePoint, CoreView, Keepit, Veeam, Druva, and similar), translating technical differentiation into business value
• Build territory and account plans: develop a coverage strategy in partnership with core sales, SE, and channel teams to maximize SaaS attach and expansion within the install base
• Engage multiple stakeholders: present to IT administrators, security and compliance teams, and executive economic buyers, tailoring the message to each audience
• Forecast with discipline: maintain accurate pipeline and forecast data in Salesforce and participate in regular business reviews
• Stay current: maintain deep knowledge of Rubrik’s SaaS roadmap, the M365/Google Workspace/Salesforce ecosystems, and the competitive landscape

Skills

• 3+ years of quota-carrying sales experience selling SaaS data protection, security, or governance solutions for Microsoft 365, Google Workspace, or Salesforce environments
• Comfortable discussing tenant architecture, APIs, identity and access management (Entra ID/Azure AD), backup and recovery mechanics, and security and compliance frameworks without relying solely on a Sales Engineer
• A track record of running or co-leading technical discovery and proof-of-concept engagements, not just handing off to a technical resource
• Comfortable navigating complex, multi-stakeholder sales cycles across IT, security, and executive buyers in mid-market and enterprise accounts
• Prior success working in a platform-selling model alongside core Account Executives, Sales Engineers, and Customer Success
• Consistent history of quota attainment and strong pipeline generation
• Bachelor's degree or equivalent practical experience
• Experience at a SaaS data protection or management vendor such as AvePoint, CoreView, or Keepit (or a comparable company like Druva, Veeam, or Spanning)
• Hands-on familiarity with Microsoft 365 administration, Entra ID/Azure AD, or Salesforce administration
• Experience selling a data security or resiliency platform that spans SaaS, cloud, and on-premises workloads
• Existing relationships with IT, security, or compliance buyers in target accounts

Qualifications

Must Haves

• 3+ years of quota-carrying sales experience selling SaaS data protection, security, or governance solutions for Microsoft 365, Google Workspace, or Salesforce environments
• comfortable discussing tenant architecture, APIs, identity and access management (Entra ID/Azure AD), backup and recovery mechanics, and security and compliance frameworks without relying solely on a Sales Engineer
• a track record of running or co-leading technical discovery and proof-of-concept engagements, not just handing off to a technical resource
• comfortable navigating complex, multi-stakeholder sales cycles across IT, security, and executive buyers in mid-market and enterprise accounts
• prior success working in a platform-selling model alongside core Account Executives, Sales Engineers, and Customer Success
• consistent history of quota attainment and strong pipeline generation
• bachelor's degree or equivalent practical experience

Nice to Haves

• experience at a SaaS data protection or management vendor such as AvePoint, CoreView, or Keepit (or a comparable company like Druva, Veeam, or Spanning)
• Hands-on familiarity with Microsoft 365 administration, Entra ID/Azure AD, or Salesforce administration
• Experience selling a data security or resiliency platform that spans SaaS, cloud, and on-premises workloads
• Existing relationships with IT, security, or compliance buyers in target accounts

Benefits

• Eligible to earn commissions pursuant to the Company’s written Incentive Compensation Plan
• Eligible for equity
• Eligible for benefits
• Equal access to opportunities for growth and excellence