Why This Job is Featured on The SaaS Jobs
Cloud security has become a core SaaS buying category as companies standardize on multi-cloud infrastructure and expand their SaaS footprint. This Strategic Account Executive role sits in that intersection, selling access management and secrets governance to enterprise and cloud-native organizations—an area where purchasing decisions are tightly tied to risk, compliance, and platform architecture rather than discretionary spend.
For a SaaS sales career, the mandate to own an end-to-end enterprise cycle builds durable skills: account-based prospecting, multi-stakeholder discovery, and translating technical controls into business outcomes. The emphasis on market insight and competitive awareness also mirrors how modern SaaS GTM teams operate, where messaging, security posture, and product differentiation evolve quickly alongside cloud adoption patterns.
This position tends to suit sellers who prefer consultative, technically literate conversations and are comfortable coordinating across Sales Engineering, Customer Success, Marketing, and partner teams. It is a strong match for professionals who want to deepen enterprise SaaS experience in a category that rewards rigor in qualification, forecasting, and stakeholder management, while maintaining a focus on long-term strategic accounts.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
About Us:
Cloud security is becoming increasingly important as organizations migrate to the cloud and adopt cloud-based technology. Britive is at the forefront of the rapidly emerging and evolving cloud security industry. Britive offers the only modern cloud access management platform that unifies Access Visibility, Dynamic Access Management, and Secrets Governance across cloud infrastructures, platforms, applications, and SaaS.
Our patented technology is deployed at several enterprise-level and Fortune 500 customers, and we’ve repeatedly been ranked as one of the hottest Cloud Security startups. Britive is founded by cybersecurity industry veterans with a history of successful companies and is backed by top-tier VCs.
About You:
As a Strategic Account Executive, you are passionate about solving complex cloud security challenges for enterprise clients. You thrive in dynamic, fast-paced environments and excel at mapping Britive's innovative solutions to customers' business goals.
You will develop and foster meaningful relationships with key stakeholders, maintain deep expertise in Britive's technology and the broader market, and demonstrate leadership, collaboration, and ethical behavior.
Role: Strategic Account Executive
Overview:
The Strategic Account Executive is responsible for driving new business growth by engaging enterprise and cloud-native organizations and positioning Britive as a critical partner for cloud security and access management. In this hybrid role, you will focus on acquiring new clients while building strategic relationships to drive ongoing customer success and partnerships.
Responsibilities:
New Business Development
- Identify and engage enterprise and cloud-native organizations facing multi-cloud security challenges.
- Use prospecting, networking, and Account-Based Marketing (ABM) strategies to penetrate targeted accounts.
- Develop tailored outreach strategies and deliver customized solution demos that align Britive’s platform to customer-specific challenges and objectives.
- Articulate the value of Britive’s solutions in addressing access management, security, and compliance needs in cloud environments.
Sales Cycle Management
- Own the end-to-end sales cycle, from initial engagement through negotiation and closure, ensuring alignment with Britive's revenue targets.
- Collaborate with Sales Engineering, Customer Success, and Marketing to deliver seamless and impactful client experiences.
- Build and maintain a strong sales pipeline, providing accurate forecasts and reporting progress to leadership.
Market Engagement & Insight Development
- Stay informed about market trends, competitive dynamics, and emerging cloud security requirements.
- Represent Britive at industry events, trade shows, and networking opportunities, enhancing the company’s visibility and fostering relationships with key stakeholders.
Customer Success & Partnership Development
- Establish and maintain long-term, strategic partnerships with key clients, ensuring success and fostering the adoption of Britive’s solutions.
- Partner with alliances and channel teams to accelerate new business opportunities and extend Britive’s market reach.
Qualifications:
- 5–10+ years of enterprise B2B sales experience, particularly with SaaS, cloud, or security solutions.
- Proven success in selling to medium and enterprise businesses, including C-suite and executive engagement.
- Strong knowledge of cloud security, multi-cloud architectures, and Identity and Access Management (IAM) solutions.
- Exceptional verbal and written communication skills, with a demonstrated ability to work effectively across internal and external teams.
- Self-driven, adaptable, and motivated to excel in a high-growth, innovative environment.
- Preferred: MBA and/or a background in competitive environments, including former team sport athletes.
