What You'll Do** + Own enterprise deals end-to-end: Source, develop, and close ARR through new logo acquisition and strategic expansion + Navigate complex buying centers: Build and execute multi-stakeholder strategies across security, data platform, compliance, legal, and procurement organizations + Run disciplined proof of concept: Lead technical evaluations with clear success criteria, tight timelines, and executive alignment to accelerate deals + Master security reviews: Guide customers through vendor risk assessments, architecture reviews, penetration tests, and compliance validation (SOC2, ISO, PCI-DSS, HIPAA) + Build compelling business cases: Quantify value across risk reduction (PCI scope reduction, breach prevention) and enablement outcomes (faster analytics, safe AI access, compliant data sharing) + Negotiate complex contracts: Navigate DPAs, security exhibits, BAAs, indemnities, and enterprise licensing terms to mutually beneficial close + Drive expansion: Develop land-and-expand strategies that grow initial deployments across lines of business, environments, and use cases + Partner strategically: Leverage cloud ecosystem relationships (AWS, Snowflake, Databricks, etc.) and GSI partnerships to accelerate deals **How you'll make an impact** + Success in this role is measured by net-new customers acquired, new ARR generated, and expansion within existing strategic accounts, supported by a healthy, self-generated pipeline and predictable execution of complex, multi-stakeholder deals. **Basic Qualifications:** + Bachelors Degree or military experience + At least 5 years experience in enterprise sales closing annual contract values of at least one million dollars in regulated industries (for example: Financial Services, Healthcare, Insurance, Government) + At least 3 years experience selling data security solutions (for example: tokenization, encryption, data protection, secrets management, or identity access management) including navigating compliance frameworks (for example: PCI-DSS, HIPAA, GDPR, SOC2) + At least 3 years experience managing at least 9 month sales cycles using structured methodologies (for example: MEDDIC, MEDDICC) **Preferred Qualifications:** + Experience selling hybrid deployment models (SaaS + customer environment) including navigating data residency and security control requirements + Experience co-selling with cloud data platforms or Global System Integrator (GSI) partners with established relationships that can accelerate pipeline + Demonstrated ability displacing entrenched security vendors or winning against "do nothing" in long sales cycles + Ability to understand modern data stack and cloud migration journeys (For example: migrating on-prem workloads to Snowflake, Databricks, or AWS Redshift).