Principal Account Executive

Cloud Software Group

. Drive net-new logo acquisition and revenue expansion across highly regulated industries .

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

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates extensive experience in enterprise software sales, particularly in highly regulated industries, with a proven track record of exceeding ARR quotas and managing complex sales processes. Strong ability to build relationships with C-suite executives and deliver tailored solutions that address compliance and risk management needs.

Highest-signal resume keywords

10+ Years Enterprise Software Sales ExperienceSaaS Sales ExpertiseDocumented Success Exceeding $1-$2M+ ARR QuotasExperience Selling Into Regulated VerticalsStrong Verbal, Written, And Presentation Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Enterprise Sales Lifecycle ManagementContract NegotiationTechnical EvaluationsRisk Management SolutionsCybersecurity SolutionsROI Business Case DevelopmentPipeline ManagementQuota Achievement

Soft Skills

Relationship BuildingCollaborationAutonomous Management

Tools & Technologies

SalesforceOracle CRMHubSpotGongLinkedIn Sales NavigatorZoomInfoOutreachSalesloft

Industry Keywords

Information GovernanceAI ComplianceFinanceHealthcareLegalEnterprise MSAsDPAs

Tech Stack

Tools & technologies

Cyber SecurityOracle

About the role

Key responsibilities & impact

Drive net-new logo acquisition and revenue expansion across highly regulated industries
Own the end-to-end enterprise sales lifecycle from strategic targeting through technical evaluations and contract negotiation
Position enterprise information governance, AI compliance, risk management, and cybersecurity SaaS solutions to C-suite and executive buyers
Manage and close strategic enterprise pipelines to meet or exceed quarterly and annual ARR targets
Build trusted-advisor relationships with executive stakeholders including Chief Compliance Officers, CIOs, CISOs, General Counsels, and Chief Risk Officers
Lead complex, long-cycle enterprise sales processes involving technical assessments, security reviews, and legal/procurement negotiations
Collaborate with Solutions Engineers, Product, and Marketing on customized account-based sales campaigns
Conduct discovery and deliver business cases demonstrating ROI, risk mitigation, and regulatory compliance
Maintain a clean, data-driven Salesforce pipeline and provide 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 $1-$2M+ 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
Preferred: Deep experience with Salesforce, Oracle CRM, HubSpot, Gong, LinkedIn Sales Navigator, ZoomInfo, Outreach, or Salesloft
Strong expertise navigating corporate legal structures, enterprise MSAs, and DPAs

Benefits

Comp & perks

Annual bonus eligibility
Sales incentives based on applicable plan, role, and individual performance
Healthcare benefits
Life insurance
Disability benefits
401(k) plan and company match