• Solve Real-World Problems: Deeply understand customer pain points and articulate Zscaler’s unique value proposition to provide transformative solutions • Educate & Inspire: Lead with a visionary approach, educating C-level executives and key stakeholders on how our technology can future-proof their organizations • Strategize for Success: Develop and execute a comprehensive territory plan encompassing account coverage, target prospects, partner alignment, and targeted marketing campaigns • Master the Craft: Apply world-class sales methodologies to consistently overachieve on quarterly and annual revenue targets • Collaborate for Impact: Partner closely with Sales Engineers to demonstrate both the technical superiority and the tangible business value of Zscaler

Generate and qualify leads within targeted market segments, support the sales process through collaboration and product demonstrations, and deliver training and education to enhance customer engagement and utilization.

Role Description Rubrik’s Sales organization is a united group of elite cross-functional sales professionals that help companies and government entities achieve resilience against cyberattacks, malicious insiders, and operational disruptions. You’ll be joining a highly successful regional team in a newly opened Account Executive role focused on developing and expanding Rubrik’s presence across an enterprise territory with strong potential. - Define and execute a go-to-market plan for your territory, building pipeline and driving bookings growth. - Relentlessly prospect and generate new opportunities through self-sourced activities. - Land & Expand new enterprise logos, navigating complex buying cycles and driving high-value outcomes. - Present Rubrik’s platform in complex IT and data center environments, articulating both technical value and business impact. - Co-sell and strategize with partners, distributors and VAR's to enable rapid growth. - Act as the entrepreneur of your territory: identify opportunities, adapt quickly, and shape the strategy to succeed in a new market. - Provide management with feedback about the local market opportunity and identification of new business opportunities and channel partnerships. Qualifications - 5+ years of closing experience in tech sales (IT infrastructure or SaaS, ideally both), selling into large orgs. - Proven track record of self-sourced new logo acquisition and overachieving sales targets. - Ability to translate IT challenges into meaningful business outcomes for CIO, CTO, and senior IT stakeholders. - Experience building and leveraging relationships with channel partners and internal GTM teams. - Entrepreneurial mindset with the tenacity, resilience, and ownership needed to build a new territory. - Highly driven, goal-oriented, and coachable. Requirements - Experience selling complex enterprise solutions into IT decision-maker personas. - Familiarity with MEDDPICC and Command of the Message. - Strong ability to develop champions and navigate multi-stakeholder deals. - Understanding of the French enterprise market. Company Description Rubrik (RBRK), the Security and AI Operations Company, leads at the intersection of data protection, cyber resilience, and enterprise AI acceleration. Rubrik Security Cloud delivers complete cyber resilience by securing, monitoring, and recovering data, identities, and workloads across clouds. - Rubrik Agent Cloud accelerates trusted AI agent deployments at scale by monitoring and auditing agentic actions, enforcing real-time guardrails, fine-tuning for accuracy and undoing agentic mistakes.

• Own new business acquisition among small and midsize airlines across Latam, running the full sales cycle—from targeted outbound and discovery through contract signature and first revenue—while building a repeatable process that scales. • Build and qualify pipeline: Develop account lists targeting Latam, craft outbound sequences, and represent Farel at regional aviation events to engage airline executives and commercial leaders. • Lead consultative deals: Run discovery workshops, quantify business cases, coordinate solution demos, and manage multi-stakeholder evaluations for six-figure ARR opportunities across Latam carriers. • Drive contracts to close: Own pricing, negotiation, and commercial terms, partnering with Legal and Finance to reach signature and hand-off to Customer Success. • Refine the sales engine: Instrument funnels, A/B-test outreach, and share win/loss insights with Marketing, Product, and Leadership to sharpen positioning and roadmap. • Represent Farel in-market: Act as the face of Farel at trade shows, airline forums, and partner meetings across Latam hubs, cultivating local relationships and brand presence.