Senior Account Executive
About the job
- 5–8 years of experience selling enterprise business-to-business software or related technologies, preferably in cloud security or software-as-a-service.
- Bachelor’s degree in Business, Marketing, or related field.
- Develop and execute a territory and account strategy to achieve and exceed revenue targets in the enterprise and upper mid-market segments.
- Own the full sales cycle from prospecting to close, with a focus on multi-stakeholder, complex sales motions.
- Proactively identify, qualify, and prioritize new business opportunities while expanding existing relationships.
- Build trusted advisor relationships with C-level executives, VPs, and other senior decision-makers.
- Understand clients’ business objectives, compliance challenges, and security requirements to design tailored solutions that drive measurable outcomes.
- Establish multi-threaded relationships within accounts to ensure long-term success and expansion opportunities.
- Maintain deep knowledge of cloud security trends, competitive landscape, and emerging technologies.
- Serve as a thought leader and advisor by mapping Sonrai’s value to clients’ evolving security strategies.
- Effectively communicate complex technical concepts in a way that resonates with both technical and business stakeholders.
- Deliver persuasive presentations and solution demonstrations that clearly articulate business value.
- Lead executive-level discussions, RFP responses, and contract negotiations to secure long-term agreements.
- Drive urgency and consensus across client stakeholders to accelerate deal cycles.
- Partner with Sales Engineering, Product, Marketing, and Customer Success to deliver exceptional client experiences.
- Provide feedback from the field to influence product roadmap and go-to-market strategies.
- Mentor Account Executives and contribute to building a high-performance sales culture
- MBA is a plus
- Experience in cloud security or software-as-a-service is desirable
- Proven track record of consistently exceeding quota ($1M+ annual recurring revenue targets preferred)
About the company
Sonrai Security provides cloud security solutions for enterprises operating in multi-cloud environments (AWS, GCP, and Azure), focusing on identity-centric access controls. Its core product, the Sonrai Graph, gives a single view of all identities, activities, and relationships in a cloud, maps every permission combination, and monitors in real time for risky privilege escalations. The Risk Insights Engine prioritizes the highest-impact risks and prescribes exact remediation steps to fix them. By offering real-time monitoring and risk-driven remediation across clouds, it helps secure migrations and ongoing cloud operations while reducing excessive privileges.
Company Size
11-50
Company Stage
Series C
Total Funding
$88.5M
Headquarters
New York City, New York
Founded
2017
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Simplify's Take
What believers are saying
- Sonrai reported January 6, 2026 4x ARR growth and 220% customer growth.
- Cloud Permissions Firewall adoption surged in 2025, with 60% customer expansions reported January 2026.
- WALLy and JIT Access address urgent privilege sprawl, a buying priority for 2026 security teams.
What critics are saying
- Microsoft Defender for Cloud bundles CIEM across AWS, Azure, and GCP, crushing Sonrai’s standalone wedge.
- Palo Alto Prisma Cloud already offers graph-based CIEM and least-privilege recommendations across multicloud.
- WALLy stayed beta in October 2025, leaving Sonrai exposed if Q4 2026 release slips.
What makes Sonrai Security unique
- Sonrai pioneered Cloud Permissions Firewall, automating least privilege across AWS, Azure, and GCP.
- Sonrai’s graph maps identities, entitlements, and attack paths across human, machine, and AI accounts.
- WALLy extends Sonrai from detection into automated privilege removal, reducing manual remediation work.
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Benefits
Company Equity
Growth & Insights and Company News
6 month growth
12%1 year growth
12%2 year growth
10%Sonrai Security launches WALLy AI agent to solve cloud privilege risks. Agent Valet: AI for Business - January 29, 2026 With the growing complexity of cloud environments, managing privileged access has become a daunting challenge for organizations. Sonrai Security Inc. has introduced WALLy, an AI security agent, to tackle this issue by automatically removing unnecessary privileges. Leveraging artificial intelligence, WALLy is positioned as a pioneering solution in the industry, addressing privilege risks effectively instead of merely identifying them. Key takeaways. Sonrai Security's WALLy is designed to revolutionize cloud security by automating the management of privileged access. Unlike traditional systems that only identify risks, WALLy actively mitigates them. This introduction marks a significant step forward in ensuring efficient and secure cloud operations, highlighting the potential of AI technology in transforming business practices.
Sonrai Security has launched Just-in-Time (JIT) Access, a new capability in its Cloud Permissions Firewall that eliminates the need for standing privileges in AWS environments.
After evaluating various solutions, Global Atlantic selected Sonrai's Cloud Permissions Firewall for its ability to provide automated and continuous enforcement of least privilege.
Sonrai Security today launched a cloud permissions firewall for Amazon Web Services (AWS), Microsoft Azure and Google Cloud environments to help IT teams secure the public cloud's true boundaries: identities, permissions and access.
The Fredericton cybersecurity community has been shaken this summer by more than 100 layoffs at IBM, though officials in the sector believe it is strong enough to withstand the blow.The Fredericton Gleaner first reported earlier this month that IBM was cutting an unspecified number of positions, and that the cuts came just months after the blue chip IT company announced it would create up to 250 new jobs in the provincial capital.Several people familiar with the situation told Entrevestor that IBM has given layoff notices to between 106 and 108 employees in the cybersecurity RD operation in Fredericton.“A small number of roles have been eliminated,” said IBM spokesperson Lorraine Baldwin in an email, providing the same statement that she gave the Gleaner. “IBM continually evaluates the evolving needs of our customers to match our skills and expertise with the requirements of our clients, partners and our growth strategy, and we continue to grow our business in New Brunswick.”Those operations grew out of IBM’s acquisition in 2012 of Q1 Labs, which was reported to be worth more than $600 million. After IBM bought Q1 Labs, it headquartered its global cybersecurity research and development in Fredericton, placing former Q1 CTO Sandy Bird in charge of a network of cybersecurity labs located around the world. The Fredericton workforce in this operation at one point numbered about 200 people.In the past decade, the cybersecurity community in New Brunswick has grown, and has even become a key economic plank in the provincial government’s economic development plans. The Canadian Institute for Cybersecurity opened in 2017, and the Cyber Centre, an office complex custom built for cybersecurity organizations, came along four years later. As well as IBM, the German engineering firm Siemens has a cybersecurity outfit in Fredericton