Why This Job is Featured on The SaaS Jobs
Enterprise sales roles in SaaS become most consequential when the product sits in a “must-run” layer of the stack. This position is anchored in data resilience—backup, recovery, and cyber resilience—categories where buying decisions are tied to uptime, risk, and compliance rather than discretionary tooling. The remit spans both net-new and expansion within named enterprise accounts, reflecting how established SaaS vendors grow through deeper penetration, not just logo hunting.
For a SaaS sales career, the role builds durable experience in long-cycle, multi-stakeholder enterprise motions: executive alignment, procurement navigation, and outcome-based value framing. It also develops fluency in partner-influenced revenue, where systems integrators and channel partners shape pipeline and deal structure. Exposure to cloud and hybrid environments, plus security-adjacent conversations, translates well across modern B2B SaaS segments where resilience and governance increasingly sit alongside core application value.
This role fits professionals who prefer structured account planning and disciplined forecasting, and who are comfortable operating at C-level with technical and risk-focused stakeholders. It will suit someone motivated by consultative discovery and negotiation over transactional volume, and who wants to refine enterprise selling craft in a product domain that is often board-visible.
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
Veeam, the #1 global market leader in data resilience, believes businesses should control all their data whenever and wherever they need it. Veeam provides data resilience through data backup, data recovery, data portability, data security, and data intelligence. Based in Seattle, Veeam protects over 550,000 customers worldwide who trust Veeam to keep their businesses running. Join us as we move forward together, growing, learning, and making a real impact for some of the world’s biggest brands. The future of data resilience is here - go fearlessly forward with us.
About the Role
The Enterprise Account Manager is responsible for driving net-new and expansion revenue within named enterprise accounts by positioning data protection, cyber resilience, and security software as business-critical infrastructure. This role requires strong C-level engagement, complex deal orchestration, and the ability to sell through partners and systems integrators while maintaining executive sponsorship and strategic account control.
What You’ll Do
1. Enterprise Sales Execution
• Own and execute the account strategy for assigned enterprise customers
• Achieve and exceed annual quota
• Drive new logo acquisition and wallet share expansion
• Manage complex, multi-stakeholder sales cycles (6–18 months)
• Accurately forecast revenue and pipeline using CRM tools
2. Strategic Account Management
• Build and maintain C-level relationships (CIO, CISO, CTO, Risk, Compliance, CDO)
• Position solutions around business outcomes: resilience, uptime, regulatory compliance, cyber risk reduction
• Develop account plans aligned to customer initiatives (cloud adoption, ransomware readiness, digital transformation)
• Act as executive sponsor for strategic accounts
3. Cybersecurity & Data Protection Value Selling
• Lead consultative discovery conversations focused on:
Cyber resilience posture
Ransomware and threat landscape
Regulatory and compliance requirements (e.g., CNBV, ISO 27001, PCI, SOX, HIPAA where applicable)
• Articulate differentiated value across:
Backup & recovery
Immutability and ransomware recovery
Cloud, hybrid, and SaaS data protection
Incident response and recovery services
4. Partner & Ecosystem Management
• Work closely with channel partners, GSIs, MSSPs, and distributors
• Influence partner-led opportunities while retaining deal control
• Align with partners on joint account planning, PoCs, and executive briefings
• Manage deal registration, pricing strategy, and partner governance
5. Internal Collaboration
• Partner with Sales Engineers, Customer Success, Renewals, Professional Services, and Marketing
• Drive executive alignment internally for strategic deals
• Participate in QBRs, account reviews, and regional planning sessions
Technologies You’ll Work With
- Data protection, backup, DR, and cyber resilience concepts
- Ransomware, cyber threats, and security frameworks
- Hybrid IT, virtualization, cloud (AWS, Azure, GCP), SaaS environments
What You’ll Bring
Professional Experience
- 5+ years of enterprise technology sales experience
- Proven success selling enterprise software or cybersecurity solutions
- Track record of closing six- and seven-figure deals
- Experience selling into enterprise accounts
- Strong familiarity with indirect / channel-led sales models
Industry Knowledge
- Experience in regulated verticals is highly preferred
Skills & Competencies
- Executive-level communication and presence
- Strong negotiation and deal-shaping skills
- Strategic thinking and account planning discipline
- Ability to navigate complex organizations and procurement processes
- English proficiency strongly preferred
Behavioral Attributes
- Consultative, outcome-oriented sales mindset
- Comfortable challenging customers constructively
- High accountability and ownership mentality
- Resilient, disciplined, and performance-driven
- Strong collaboration skills across internal and external stakeholders
Key Performance Indicators (KPIs)
- Annual revenue attainment vs. quota
- Pipeline coverage and accuracy 4X+ pipe vs quota
- New logo acquisition
- Expansion and upselling within named accounts
- Executive engagement level within top accounts
- Partner-influenced revenue performance
#LI-CC1
Veeam Software is an equal opportunity employer and does not tolerate discrimination in any form on the basis of race, color, religion, gender, age, national origin, citizenship, disability, veteran status or any other classification protected by federal, state or local law. All your information will be kept confidential.
Please note that any personal data collected from you during the recruitment process will be processed in accordance with our Recruiting Privacy Notice.
The Privacy Notice sets out the basis on which the personal data collected from you, or that you provide to us, will be processed by us in connection with our recruitment processes.
By applying for this position, you consent to the processing of your personal data in accordance with our Recruiting Privacy Notice.
By submitting your application, you acknowledge that the information provided in your job application and any supporting documents is complete and accurate to the best of your knowledge. Any misrepresentation, omission, or falsification of information may result in disqualification from consideration for employment or, if discovered after employment begins, termination of employment.
