About this role.
DataGrail is seeking an Enterprise Account Executive to own complex enterprise SaaS sales cycles for its agentic data privacy platform. The role manages strategic accounts from pipeline generation and discovery through negotiation, close, expansion, and accurate forecasting. Success requires selling consultatively to privacy, legal, security, IT, data, and executive stakeholders while navigating procurement and security reviews. The seller will build territory plans, generate meaningful self-sourced pipeline, and work closely with Solutions Engineering, Customer Success, Product, Marketing, and SDR partners. Strong experience with $1M+ quota attainment, value-based selling, and sales methodologies such as MEDDPICC is central to the position.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would outline the account’s business challenge, the stakeholder map, and the qualification process I used. I would explain how I generated or advanced the opportunity, built a quantified value case, managed technical validation and procurement, and closed the deal while noting the revenue outcome and lessons learned.
I segment the territory by fit, urgency, and potential value, then create account-specific hypotheses tied to business and regulatory triggers. I combine targeted outbound outreach, executive mapping, partner and customer advocacy, SDR coordination, and marketing plays, measuring conversion at each stage to refine the approach.
I would tailor the narrative to each stakeholder while maintaining one shared business case. Privacy and legal leaders may prioritize regulatory risk and operational efficiency, security teams may focus on architecture and controls, and IT or data teams may evaluate integrations and implementation; I would align these needs to measurable enterprise outcomes and a clear mutual action plan.
I validate metrics, economic buyer access, decision criteria, decision process, paper process, pain, champion strength, and competition before assigning confidence. I document evidence in the CRM, identify gaps early, and avoid advancing deals based on activity alone, which keeps forecasts grounded in buyer-verified progress.
I would first build product, competitive, and privacy-market fluency while meeting key internal partners and reviewing successful sales patterns. I would then develop a prioritized territory plan, map target accounts and buying centers, launch focused pipeline-generation activity, and begin conducting discovery conversations using a clear point of view and qualification framework.
The Opportunity:
Data privacy has become one of the most strategic challenges facing modern enterprises — sitting at the intersection of AI governance, data operations, and customer trust. As companies adopt AI at scale, they need new ways to automate privacy and manage risk without slowing innovation. DataGrail has launched the first agentic privacy platform, and we’re entering a pivotal phase of growth as we scale toward the next stage of the business.
As an Enterprise Account Executive, you’ll own the full sales cycle for our largest, most complex accounts — partnering with privacy, legal, security, and data leaders at enterprise brands to replace legacy tooling and stand up modern, automated privacy programs. Bring the experience, pave the way, and the organization will follow and support you across every stage of the deal. You’ll have cross-departmental support, world-class marketing, a category-defining product, and an exploding privacy market at your side.
The privacy landscape evolves daily. The work you do here will directly shape how DataGrail wins the enterprise — and how a category that’s increasingly central to how modern companies operate gets defined. This is an opportunity for a seller who thrives on complex, consultative, multi-stakeholder deals and wants to be measured by the impact they create, not the activity they generate.
What You’ll Do:
- Own the complete enterprise sales cycle — from pipeline generation and discovery through negotiation, close, and expansion — across a defined territory of strategic accounts.
- Run complex, multi-threaded deals involving privacy, legal, security, IT, and executive stakeholders, navigating procurement and security review with a consultative, value-led approach.
- Consistently meet and exceed an annual quota of $1M+ in new and expansion ARR.
- Build and execute rigorous territory and account plans that identify where DataGrail creates the most value — and prioritize accordingly.
- Develop and manage a healthy, well-qualified pipeline — partnering with SDRs and Marketing on targeted, account-based pipeline generation while owning meaningful self-sourced opportunity creation — and move multiple deals through the funnel simultaneously with strong stage discipline and forecast accuracy.
- Lead discovery that uncovers the real business and regulatory drivers behind a privacy initiative — and translate them into a compelling, quantified business case.
- Partner closely with Solutions Engineering, Customer Success, Product, and Marketing to win deals as a team and set customers up for long-term success.
- Stay sharp on the privacy regulatory landscape (GDPR, CCPA/CPRA, and the expanding U.S. state-law patchwork) and the competitive field, positioning DataGrail’s automation depth and integration ecosystem against legacy alternatives.
- Maintain disciplined CRM hygiene and forecasting so the business can plan and scale with confidence.
What You’ll Bring
- A track record of consistently exceeding quotas of $1M+ by owning every part of complex, enterprise B2B SaaS sales cycles.
- Demonstrated ability to define and execute territory and account plans that generate your own pipeline rather than waiting on inbound.
- Experience selling technical, multi-stakeholder solutions to senior buyers (privacy, legal, security, IT, or data leadership is a strong plus).
- Command of a modern sales methodology (MEDDPICC, Command of the Message, or similar) and the discipline to qualify rigorously and forecast accurately.
- Comfort operating in a fast-paced startup environment — you don’t need every detail to act, and you thrive amid ambiguity and change.
- Strong business and financial acumen; you build quantified business cases and sell on value, not features.
- A genuinely collaborative, team-first orientation — you win as a team and raise the bar for everyone around you.
- Excellent written and verbal communication, executive presence, and the credibility to be trusted as an advisor.
Bonus Points
- Experience in privacy, data governance, security, compliance, or other regulated/technical software categories.
- A history of being an early or foundational enterprise seller who helped build the motion, not just run it.
- Familiarity with a modern GTM tech stack (Salesforce, Gong, sales engagement and intelligence tooling) and a comfort using AI to work smarter.
What Success Looks Like
Within 90 Days, you’ll:
- Complete onboarding and develop deep fluency in the DataGrail platform, the privacy landscape, and our competitive differentiation.
- Build and present a clear territory plan, including your highest-priority target accounts and the thesis behind each.
- Begin generating qualified pipeline and run your first discovery calls with strong command of the message.
Within 180 Days, you’ll:
- Own a healthy, well-qualified pipeline with multiple active enterprise opportunities advancing through stage.
- Close your first new-business deals and demonstrate consistent, accurate forecasting.
- Establish strong working partnerships with Solutions Engineering, Customer Success, and Marketing to win as a team.
Within 365 Days, you’ll:
- Consistently meet or exceed your annual quota with a balanced, repeatable pipeline built across self-sourced, SDR-partnered, and marketing-sourced opportunities.
- Be recognized as a go-to voice on enterprise deal strategy, contributing best practices that lift the broader sales team.
- Own a set of strategic accounts with a clear, multi-quarter plan for land, expansion, and long-term value.
The OTE compensation (salary + variable) range below is a guideline and the final compensation will be based on factors such as qualifications, skill level, and competencies. Our compensation ranges apply to all US-based job postings regardless of state.
All full-time regular employees are eligible for equity, health, dental & vision insurance plans, remote-first working environment, 401k savings plan, parental leave, wellness benefits, flexible time off, paid holidays, and a work from home stipend. Benefits are subject to change.
Compensation Range
$260,000—$290,000 USD
About Us:
DataGrail is the Agentic Data Privacy Platform. We help the world’s leading brands such as HubSpot, FanDuel, Dexcom, Major League Soccer, and Okta automate privacy and control risk with secure, human-governed AI that scales.
Powered by Vera, the complete privacy AI agent, and underpinned by an unrivaled 2,500+ integrations and no-compromise security architecture, DataGrail is built to solve complex privacy challenges that others can’t. DataGrail is rated 4.8/5 stars on G2 and is a two-time recognized privacy leader by IDC.
DataGrail provides equal opportunities for everyone that works for us and everyone that applies to join our team, without regard to sex or gender, gender identity, gender expression, age, race, religious creed, color, national origin, ancestry, pregnancy, physical or mental disability, medical condition, genetic information, marital status, sexual orientation, any service, past, present, or future, in the uniformed services of the United States (military or veteran status), or any other consideration protected by federal, state, or local law. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
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