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Our mission is to unearth, prioritize and remove risks across every part of a customer's public cloud.
The Role
The Senior Account Executive at Sonrai Security manages complex sales cycles, builds strategic client relationships, and drives revenue growth focused on enterprise cloud security solutions.
Summary Generated by Built In
Sonrai (pronounced Son-ree), which means “data” in Irish, helps enterprises unearth, prioritize, and remove risks in every part of their cloud. Our mission is to deliver the preeminent platform for enterprise companies to understand, monitor, and govern risk across every part of their public cloud. We are backed by seasoned cybersecurity investors including Menlo Ventures, Polaris Partners, TenEleven Ventures, and ISTARI.
Candidates who join our team will have a tremendous impact on our success & mission to be the industry leader in our space. We’re looking for candidates who are passionate about solving the complex cloud security challenges posed by rapid cloud adoption with a motivated, close-knit team.
As a Senior Account Executive at Sonrai Security, you will play a pivotal role in expanding our presence in the enterprise and upper mid-market segments. You will be responsible for owning complex sales cycles, building strategic relationships with senior decision-makers, and driving significant revenue growth. This position requires a highly motivated, consultative seller with a proven track record of exceeding quotas in B2B enterprise software, a strong understanding of cloud security, and the ability to influence outcomes across multi-stakeholder environments.
Key Responsibilities:
Sales Strategy & Execution
- 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.
Client Relationship Management
- 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.
Product Knowledge & Thought Leadership
- 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.
Sales Presentations & Negotiations
- 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.
Cross-Functional Collaboration
- 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 & Experience
- 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).
Sonrai Security and Sonrai Security (Canada) are equal opportunity employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status or any other characteristic protected by local, state, or federal laws, rules, or regulations. This posting is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee and any percentages listed are approximate. Duties, responsibilities and activities may change or new ones may be assigned at any time with or without notice.
Skills Required
- 5-8 years of experience selling enterprise B2B software or related technologies
- 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)
Sonrai Security Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Sonrai Security and has not been reviewed or approved by Sonrai Security.
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Leave & Time Off Breadth — Leave is positioned as flexible through an unlimited vacation policy alongside paid holidays and sick days. Remote/hybrid support and a home-office stipend reinforce day-to-day flexibility tied to time away and work arrangement.
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Healthcare Strength — Healthcare coverage is described as broad, spanning medical, dental, and vision along with disability coverage. Mental-health and wellness programs are also included as part of the health and wellness stack.
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Retirement Support — Retirement support is indicated through access to a 401(k). Company equity and performance bonus potential add additional long-term and variable components to the overall rewards package.
Sonrai Security Insights
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The Company
What We Do
Sonrai Security is a rapidly growing venture-funded Saas cloud security company with over a 300% increase in revenue-customer logos and a 67% growth in employees. It is named a 2021 Gartner Cool Vendor and has offices in New York and New Brunswick, Canada. It recently secured $50M Series C funding and is backed by Menlo Ventures, Polaris Partners, TenEleven Ventures, and Istari.
Why Work With Us
Candidates who join our team will have a tremendous impact on our success & mission to be the industry leader in our space. We’re looking for candidates who are passionate about solving the complex cloud security challenges posed by rapid cloud adoption with a motivated, close-knit team.
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