Account Executive, SaaS Product Specialist at Rubrik · LumiJobs

Responsibilities

Own the SaaS product line number: partner with core Account Executives to identify, qualify, and close SaaS data protection and security opportunities across net-new and existing accounts.
Lead with technical credibility: articulate Rubrik’s SaaS architecture, security posture, and the gaps in Microsoft’s and Google’s native shared responsibility model in a way that resonates with both technical and business buyers.
Drive technical discovery and validation: run or co-lead discovery calls, demos, and proof-of-concept engagements for M365, Google Workspace, and Salesforce workloads alongside Sales Engineers.
Win competitive deals: build and defend positioning against SaaS-native vendors (AvePoint, CoreView, Keepit, Veeam, Druva, and similar), translating technical differentiation into business value.
Build territory and account plans: develop a coverage strategy in partnership with core sales, SE, and channel teams to maximize SaaS attach and expansion within the install base.
Engage multiple stakeholders: present to IT administrators, security and compliance teams, and executive economic buyers, tailoring the message to each audience.
Forecast with discipline: maintain accurate pipeline and forecast data in Salesforce and participate in regular business reviews.
Stay current: maintain deep knowledge of Rubrik’s SaaS roadmap, the M365/Google Workspace/Salesforce ecosystems, and the competitive landscape.
Experience You’ll Need
SaaS sales experience: 3+ years of quota-carrying sales experience selling SaaS data protection, security, or governance solutions for Microsoft 365, Google Workspace, or Salesforce environments.
Directly relevant background: experience at a SaaS data protection or management vendor such as AvePoint, CoreView, or Keepit (or a comparable company like Druva, Veeam, or Spanning) is strongly preferred.
Genuine technical depth: comfortable discussing tenant architecture, APIs, identity and access management (Entra ID/Azure AD), backup and recovery mechanics, and security and compliance frameworks without relying solely on a Sales Engineer.

Account Executive, SaaS Product Specialist

Responsibilities

Qualification

Required

Preferred

Company

Rubrik

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