Strategic Account Executive

About the Role

As a Senior Enterprise Sales Executive at Dragos, you’ll be at the forefront of driving revenue growth in your assigned territory. 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 isn’t just about 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 the DACH region. This role requires a strategic thinker who thrives in a fast-moving environment, taking ownership of complex deals and driving impact without excessive oversight. You'll report to the VP of International Sales.

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 Professionals, 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.

Requirements

• 7+ years of enterprise sales experience in cybersecurity, ideally with exposure to the ICS/OT market.
• 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 prospects’ needs, pain points and business objectives, ensuring solutions are tailored to 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.