What are the responsibilities and job description for the Senior Enterprise Account Executive - West Region position at Dragos, Inc.?
Dragos is on a relentless mission to defend industrial organizations that provide us with the necessities of modern civilization; running water, functioning electricity, and safe industrial working environments. As the market leader in ICS/OT Cybersecurity, we are dedicated to arming our customers with best-in-class technology, threat intelligence, and services to protect their systems as effectively and efficiently as possible. We're a remote-first culture with operations in North America, Europe, the Middle East, and APAC. We're looking for mission-oriented teammates who embody our core values of authenticity, transparency, and trust. Are you ready to make a difference? Come join a mission that can save the world!
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
#LI-JF1 #LI-REMOTE
Dragos is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, state, or local laws. All new hires must pass a background check as a condition of employment.
Dragos is proud to be an equal opportunity workplace dedicated to pursuing and hiring a diverse workforce. Come join us!
Salary : $300,000
