Principal Account Executive

Position Summary

Arctera is seeking an elite, highly motivated Principal Account Executive to drive net-new logo acquisition and revenue expansion across highly regulated industries (Financial Services, Healthcare, Pharma, Energy, and Government).

In this strategic role, you will own the entire end-to-end sales lifecycle—from initial strategic targeting through complex technical evaluations to final contract negotiation. You will be responsible for positioning Arctera's enterprise-grade information governance, AI compliance, risk management, and cybersecurity SaaS solutions directly to C-suite and executive buyers.

Key Responsibilities

• Full-Cycle Revenue Ownership: Own, manage, and close a highly strategic enterprise pipeline to consistently meet or exceed quarterly and annual ARR targets.
• C-Suite Engagement: Identify, engage, and build trusted-advisor relationships with key executive stakeholders, including Chief Compliance Officers, CIOs, CISOs, General Counsels, and Chief Risk Officers.
• Complex Deal Orchestration: Lead multi-stakeholder, long-cycle enterprise sales processes ($500K-$1M+ ARR) involving rigorous technical assessments, security reviews, and legal/procurement negotiations.
• Strategic Account Planning: Collaborate with Solutions Engineers, Product, and Marketing teams to execute highly customized account-based sales campaigns into Fortune 500 prospects.
• Value-Based Selling: Conduct deep discovery and deliver tailored, high-impact business cases demonstrating ROI, risk mitigation, and regulatory compliance (e.g., SEC, FINRA, GDPR).
• Accurate Forecasting: Maintain an exceptionally clean, data-driven sales pipeline and provide accurate weekly/monthly revenue forecasts within Salesforce.

Required Qualifications

• 10+ years of quota-carrying, direct enterprise software (SaaS) sales experience. 5+ years selling enterprise archiving or communications surveillance solutions.
• Proven Track Record: A documented history of overachieving $1M+ ARR quotas and closing complex enterprise-grade deals.
• Regulated Industry Experience: Demonstrated success selling into complex, highly regulated verticals (e.g., Finance, Healthcare, Legal).
• Exceptional Communication: World-class verbal, written, and presentation skills with a natural ability to command a room of executive decision-makers.
• Independent Execution: Highly disciplined, self-motivated, and capable of managing a complex pipeline autonomously in a fully remote environment.

Preferred Qualifications

• Domain Expertise: Prior experience selling information governance, regulatory compliance, data archiving, eDiscovery, or cybersecurity solutions.
• Advanced Tech Stack Proficiency: Deep experience leveraging CRM and sales enablement tools:
  • Salesforce / Oracle CRM / HubSpot
  • Gong, LinkedIn Sales Navigator
  • ZoomInfo, Outreach / Salesloft
• Contract Negotiation: Strong expertise navigating complex corporate legal structures, enterprise master service agreements (MSAs), and data processing agreements (DPAs).

Desired Competencies

• Enterprise Closing: Proven ability to drive complex contracts across the finish line.
• Value & Solution Selling: Selling on business outcomes and ROI rather than features.
• Executive Presence: Ability to establish immediate credibility with C-Suite leaders.
• Strategic Prospecting: Self-sourcing enterprise pipeline alongside BDR support.
• Advanced Negotiation: Navigating procurement, legal objections, and pricing structures.
• Analytical Thinking: Evaluating complex customer environments to align tech