Account Executive-Environmental Sales, remote work + travel (

cloud software group; Atlanta (GA); Remote; USD 250,000 - 450,000; Full time

Benefits offered by this job

Remote work flexibility

Healthcare benefits

401(k) plan with match

Job summary

Arctera is seeking a Principal Account Executive to own the full enterprise sales lifecycle, targeting highly regulated industries in a fully remote US-based role. You will engage C-suite buyers, orchestrate multi-stakeholder evaluations, and close high-value contracts ($500K–$1M+ ARR) while driving ARR growth and strategic account planning.

You will collaborate with Solutions Engineers, Product, and Marketing to execute ABM campaigns for Fortune 500 prospects and deliver compelling ROI and

Qualifications

• 10+ years of quota-carrying, direct enterprise software (SaaS) sales experience.
• 5+ years selling enterprise archiving or communications surveillance solutions.

Responsibilities

• Own, manage, and close a highly strategic enterprise pipeline to meet ARR targets.
• Identify, engage, and build trusted-advisor relationships with C-suite stakeholders.
• Lead multi-stakeholder, long-cycle enterprise sales processes ($500K-$1M+ ARR) with security reviews and negotiations.
• Collaborate with Solutions Engineers, Product, and Marketing to run customized ABM campaigns for Fortune 500 prospects.
• Conduct deep discovery and deliver tailored ROI, risk, and regulatory-compliance business cases.
• Maintain a data-driven sales pipeline and provide accurate revenue forecasts in Salesforce.
• Self-source enterprise pipeline alongside BDR support; navigate procurement, legal objections, and pricing structures.
• Evaluate complex customer environments to align technical solutions with business needs.
• Leverage CRM and sales enablement tools effectively to close complex deals.

Skills

CSuite engagement

End-to-end sales

Stakeholder management

Contract negotiation

Forecasting

Sales leadership

Tools

Salesforce

Oracle CRM

HubSpot Gong

LinkedIn Sales Navigator

ZoomInfo

Outreach / Salesloft

Job description

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.

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.

Conduct deep discovery and deliver tailored, high-impact business cases demonstrating ROI, risk mitigation, and regulatory compliance (e.g., Maintain an exceptionally clean, data-driven sales pipeline and provide accurate weekly/monthly revenue forecasts within Salesforce.

10+ years of quota-carrying, direct enterprise software (SaaS) sales experience.

5+ years selling enterprise archiving or communications surveillance solutions.

A documented history of overachieving $1M+ ARR quotas and closing complex enterprise-grade deals.

Finance, Healthcare, Legal.

Highly disciplined, self-motivated, and capable of managing a complex pipeline autonomously in a fully remote environment.

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).

Executive Presence: Ability to establish immediate credibility with C-Suite leaders.

Strategic Prospecting: Self-sourcing enterprise pipeline alongside BDR support.

Navigating procurement, legal objections, and pricing structures.

Evaluating complex customer environments to align technical solutions.

Resilience & Grit: High emotional intelligence, tenacity, and stamina to win long, competitive sales cycles.

Compensation may vary depending on your location, qualifications including job-related education, training, experience, licensure, and certification, that could result at a level outside of these ranges. Certain roles are eligible for additional rewards, including annual bonus, and sales incentives depending on the terms of the applicable plan and role as well as individual performance.

Benefits may vary depending on the nature of your employment with Cloud Software Group and the country where you work. S. based employees are typically offered access to healthcare, life insurance and disability benefits, 401(k) plan and company match, among others. Cloud Software Group is one of the world's largest cloud solution providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done — from anywhere. Members of our team will tell you that we value passion for technology and the courage to take risks. Now is the perfect time to move your skills to the cloud.

Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.

If you need a reasonable accommodation due to a disability during any part of the application process, please contact us via the Bridge portal for assistance.