Senior Enterprise Account Executive - West Region

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 West 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, West Region. We're open to candidates in the PST, MST and CST time zones.

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.
• 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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