Principal Account Executive

Cloud Software Group

. Own, manage, and close a strategic enterprise pipeline to meet or exceed quarterly and annual ARR targets .

Posted 10/23/2026full-timeRemote • United StatesLead💰 $147,109 - $220,663 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in enterprise software sales, particularly in SaaS, with a proven track record of exceeding ARR quotas and managing complex sales processes. Strong ability to build relationships with executive stakeholders and navigate regulatory environments in sectors such as Finance, Healthcare, and Legal.

Highest-signal resume keywords

10+ Years Enterprise Software Sales ExperienceOverachieving $1M+ ARR QuotasSalesforce ProficiencyExperience Selling Regulatory Compliance SolutionsStrong Verbal And Written Communication Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Enterprise Software SalesSaaS SalesComplex Deal ClosingRegulatory ComplianceData ArchivingEDiscoveryCybersecurity SolutionsPipeline ManagementROI DemonstrationTechnical Assessments

Soft Skills

Relationship BuildingPresentation SkillsNegotiation SkillsAutonomous ManagementCollaboration

Tools & Technologies

SalesforceOracle CRMHubSpotGongLinkedIn Sales NavigatorZoomInfoOutreachSalesloft

Industry Keywords

Enterprise ArchivingCommunications SurveillanceFinanceHealthcareLegalInformation Governance

Tech Stack

Tools & technologies

Cyber SecurityOracle

About the role

Key responsibilities & impact

Own, manage, and close a strategic enterprise pipeline to meet or exceed quarterly and annual ARR targets
Identify, engage, and build trusted-advisor relationships with executive stakeholders including Chief Compliance Officers, CIOs, CISOs, General Counsels, and Chief Risk Officers
Lead multi-stakeholder, long-cycle enterprise sales processes involving technical assessments, security reviews, and legal/procurement negotiations
Collaborate with Solutions Engineers, Product, and Marketing teams on customized account-based sales campaigns into Fortune 500 prospects
Conduct discovery and deliver tailored business cases demonstrating ROI, risk mitigation, and regulatory compliance
Maintain a data-driven Salesforce pipeline and provide accurate weekly/monthly revenue forecasts

Requirements

What you’ll need

10+ years of quota-carrying, direct enterprise software (SaaS) sales experience
5+ years selling enterprise archiving or communications surveillance solutions
Documented history of overachieving $1M+ ARR quotas and closing complex enterprise-grade deals
Demonstrated success selling into complex, highly regulated verticals such as Finance, Healthcare, and Legal
World-class verbal, written, and presentation skills
Ability to manage a complex pipeline autonomously in a fully remote environment
Prior experience selling information governance, regulatory compliance, data archiving, eDiscovery, or cybersecurity solutions preferred
Deep experience with Salesforce, Oracle CRM, HubSpot, Gong, LinkedIn Sales Navigator, ZoomInfo, Outreach, or Salesloft preferred
Strong expertise navigating corporate legal structures, enterprise MSAs, and DPAs preferred

Benefits

Comp & perks

Healthcare benefits
Life insurance
Disability benefits
401(k) plan
Company match
Annual bonus eligibility
Sales incentives