Sonrai Security

Cloud identity mapping and risk monitoring

Senior Account Executive

Account ExecutiveConfirmed live in the last 24 hours

Full-timePhiladelphia, PA, USANo salary listedRemote

About the Job

Requirements

Five to eight years of experience selling enterprise B2B software or related technologies; experience in cloud security or SaaS is preferred.
A proven track record of consistently exceeding quota; $1M+ ARR targets are preferred.
Experience navigating complex, multi-stakeholder sales cycles with enterprise customers.
Ability to engage with C-level decision-makers and maintain executive presence.
Consultative selling skills and the ability to connect technology to business outcomes.
Demonstrated success with outbound prospecting and building pipeline in competitive markets.
Technical aptitude to understand and position the platform and integrate with a modern sales technology stack.
Strong communication, negotiation, and interpersonal skills.
A bachelor's degree in Business, Marketing, or a related field.

Responsibilities

Develop and execute territory and account strategies to achieve and exceed revenue targets in enterprise and upper mid-market segments.
Own the full sales cycle from prospecting to close, focusing on complex, multi-stakeholder sales motions.
Identify, qualify, and prioritize new business opportunities while expanding existing relationships.
Build trusted-advisor relationships with C-level executives, vice presidents, 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 support long-term success and expansion opportunities.
Maintain deep knowledge of cloud security trends, the competitive landscape, and emerging technologies.
Map the company’s value to clients’ evolving security strategies and serve as a thought leader and advisor.
Communicate complex technical concepts to technical and business stakeholders.
Deliver presentations and solution demonstrations that 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 client experiences.
Provide field feedback to influence the product roadmap and go-to-market strategies.
Mentor Account Executives and contribute to building a high-performance sales culture.

Desired Qualifications

Experience selling in cloud security or SaaS.
Exceeding $1M+ ARR targets.
An MBA.

Sonrai (pronounced Son-ree), which means “data” in Irish, helps enterprises unearth, prioritize, and remove risks in every part of their cloud. Our mission is to deliver the preeminent platform for enterprise companies to understand, monitor, and govern risk across every part of their public cloud. We are backed by seasoned cybersecurity investors including Menlo Ventures, Polaris Partners, TenEleven Ventures, and ISTARI.

Candidates who join our team will have a tremendous impact on our success & mission to be the industry leader in our space. We’re looking for candidates who are passionate about solving the complex cloud security challenges posed by rapid cloud adoption with a motivated, close-knit team.

As a Senior Account Executive at Sonrai Security, you will play a pivotal role in expanding our presence in the enterprise and upper mid-market segments. You will be responsible for owning complex sales cycles, building strategic relationships with senior decision-makers, and driving significant revenue growth. This position requires a highly motivated, consultative seller with a proven track record of exceeding quotas in B2B enterprise software, a strong understanding of cloud security, and the ability to influence outcomes across multi-stakeholder environments.

Key Responsibilities:

Sales Strategy & Execution

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.

Client Relationship Management

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.

Product Knowledge & Thought Leadership

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.

Sales Presentations & Negotiations

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.

Cross-Functional Collaboration

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

Skills & Experience

5–8 years of experience selling enterprise B2B software or related technologies, preferably in cloud security or SaaS.
Proven track record of consistently exceeding quota ($1M+ ARR targets preferred).
Experience navigating complex, multi-stakeholder sales cycles with enterprise customers.
Strong executive presence and ability to engage with C-level decision-makers.
Consultative selling skills with the ability to link technology to business outcomes.
Demonstrated success with outbound prospecting and building pipeline in competitive markets.
Technical aptitude to understand and position Sonrai’s platform and integrate with a modern sales tech stack.
Strong communication, negotiation, and interpersonal skills.
Bachelor’s degree in Business, Marketing, or related field (MBA a plus).

Sonrai Security and Sonrai Security (Canada) are equal opportunity employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status or any other characteristic protected by local, state, or federal laws, rules, or regulations. This posting is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee and any percentages listed are approximate. Duties, responsibilities and activities may change or new ones may be assigned at any time with or without notice.

About the Company

Sonrai Security

Cloud identity mapping and risk monitoring

Sonrai Security provides cloud security solutions for multi-cloud enterprises (AWS, GCP, and Azure) with a focus on identity-centric security. The Sonrai Graph delivers a single view of all identities, activities, and relationships and maps every permission combination for each identity across clouds. It continuously monitors real-time logs and assets to detect risky privilege escalations, while the Risk Insights Engine prioritizes the highest-impact risks and prescribes exact remediation steps. The goal is to help organizations securely migrate to and operate in multi-cloud environments by reducing unnecessary privileges and enabling precise, high-impact remediation.

Company size: 11-50
Company stage: Series C
Total funding: $88.5M
Headquarters: New York City, New York
Founded: 2017

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