Strategic Account Executive

🔥 38 minutes ago

🇪🇸 Spain – Remote

💵 €312k / year

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

👻 Ghost score 0%

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Dragos, Inc.

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2016

🏭 Manufacturing

📦 Logistics

💼 Consulting

💰 $74M Series D - Dragos on 2023-09

Manufacturing • Logistics • Consulting

Dragos, Inc. is a cybersecurity company specializing in operational technology (OT) and industrial control systems (ICS) protection for critical infrastructure. It provides an OT-native platform that delivers asset visibility, vulnerability management, threat detection, and response playbooks, backed by threat intelligence, managed services (including OT Watch and incident response), training, and compliance support. Dragos focuses on defending sectors like energy, utilities, manufacturing, transportation, and other industrial environments through a combination of software, intelligence, and expert services.

📋 Description

• 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

• 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

• Competitive Equity Package • Comprehensive Benefits Plan

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