This job has closed.

Dragos, Inc. · 2 weeks ago

Senior Enterprise Account Executive - West Region

United States

Full-time

Remote

Senior Level

$300K/yr - $300K/yr

7+ years exp

Dragos is a market leader in ICS/OT Cybersecurity, committed to protecting critical industrial organizations. As a Senior Enterprise Account Executive, you will drive revenue growth by securing new business and building strategic partnerships while promoting Dragos' cybersecurity solutions.

Cyber SecurityNetwork SecuritySecurity

Responsibilities

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. Successfully 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, Channel Managers and Executives to refine strategy and execution

Partner with OEMs and channel partners to amplify business opportunities

Drive predictable forecasting and pipeline management using methodical sales frameworks (e.g., MEDDPICC, Value Selling)

Craft compelling ROI narratives that demonstrate measurable business value, making it easy for customers to justify investment

Qualification

Enterprise sales experienceCybersecurity knowledgeICS/OT market exposureStakeholder managementChannel partner experienceThreat intelligence awarenessStrategic discovery conversationsCollaborative mentalityAdaptability

Required

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 prospect needs, pain points, and business objectives, ensuring solutions are tailored for maximum value

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

Benefits

Competitive Equity Package

Comprehensive Benefits Plan

Company

Dragos, Inc.

Glassdoor3.6

Dragos provides the most effective OT cybersecurity technology for industrial and critical infrastructure to deliver on our global mission: to safeguard civilization.

Founded in 2016

Hanover, Maryland, USA

501-1000 employees