Strategic Account Executive

Dragos, Inc.

. Identify, qualify, and secure new enterprise accounts within assigned territories, driving predictable revenue growth according to the Dragos GTM strategy .

Posted 11/4/2026full-timeRemote • SpainSeniorLead💰 €312,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive enterprise sales experience in cybersecurity, with a strong focus on navigating complex procurement processes and managing multi-stakeholder negotiations. Proven ability to drive revenue growth through strategic account planning and collaboration with cross-functional teams.

Highest-signal resume keywords

Enterprise Sales ExperienceCybersecurity KnowledgeStakeholder ManagementQuota AttainmentStrategic Account Planning

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ForecastingPipeline ManagementThreat IntelligenceVulnerability ManagementBudget ManagementROI Narrative CraftingMEDDPICC FrameworkValue Selling FrameworkNegotiation SkillsStrategic Discovery Conversations

Soft Skills

Collaborative MentalityInfluencing SkillsProblem-SolvingAdaptabilityOwnership

Industry Keywords

ICS/OT MarketEnterprise AccountsC-Level RelationshipsChannel PartnersOEMsVARsDistributorsGSIsEnergy SectorManufacturing Sector

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Identify, qualify, and secure new enterprise accounts within assigned territories, 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
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 Professionals, Channel Managers and Executives
Partner with OEMs and channel partners to amplify business opportunities
Drive predictable forecasting and pipeline management using methodical sales frameworks such as MEDDPICC and Value Selling
Craft compelling ROI narratives demonstrating measurable business value
Report to the VP of International Sales

Requirements

What you’ll need

A Spanish national
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
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
Must pass a background check as a condition of employment

Benefits

Comp & perks

Competitive Equity Package
Comprehensive Benefits Plan