Senior Enterprise Account Executive - Southeast - Dragos

About the Role: 

As a Senior Enterprise Account Executive at Dragos, you’ll be a key driver of revenue growth across your assigned territory in the Southeast Region. Your mission: win new business, expand strategic partnerships and champion our full suite of cybersecurity solutions - including the Dragos Platform, Threat Intelligence and Professional Services. This role goes beyond closing deals; it’s about building lasting relationships in the ICS/OT market, solving complex security challenges and positioning Dragos as the trusted leader in industrial cybersecurity. You’ll operate with a high degree of autonomy, owning complex enterprise sales cycles and delivering impact without excessive oversight. This role reports to the Director of Enterprise Sales, Southeast Region. 

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.  

Qualifications: 

• 7+ years of enterprise sales experience in cybersecurity, ideally with exposure to the ICS/OT market (oil & gas experience is highly preferred). 
• 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.  

Compensation: 

• OTE: $300,000 (50/50)
• Competitive Equity Package   
• Comprehensive Benefits Plan 

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