Role Description Liferaft is looking for a high-performing Account Executive who thrives in complex enterprise sales environments. Our AEs own named accounts, run sophisticated discovery, manage multi-stakeholder deal cycles, and consistently execute a disciplined, high-velocity sales process. This role can be hybrid in Halifax, NS, or fully remote within the Eastern, or Atlantic time zones in Canada. Reporting to the Director of Sales, this role requires strong discovery skills, exceptional communication, deep pipeline ownership, and strong business acumen. - Follow our proven sales process and lead opportunities from first conversation through closing. - Own a named account list and prospect consistently to build new pipeline. - Conduct deep discovery to uncover priorities, motivations for change, and decision criteria. - Identify and engage multiple stakeholders through strong multi-threading. - Partner closely with Product Specialists to lead compelling demos, workshops, and trials. - Prepare and deliver high-impact demos and proposal presentations. - Maintain exceptional Salesforce hygiene and ensure pipeline and forecasts are accurate at all times. - Build urgency and maintain strong deal momentum across long, complex sales cycles. - Travel to trade shows, industry events, and onsite meetings with key prospects. Qualifications - Minimum of 3 years of SaaS sales experience with success in enterprise or mid-market environments. - A track record of strong performance across win rate, deal size, sales velocity, and time-to-close. - Demonstrated mastery of discovery, stakeholder mapping, and multi-threading. - Proven ability to present value through demos and proposals that resonate with technical and business buyers. - Confident negotiation skills and a commitment to landing deals both sides feel good about. - Strong forecasting and pipeline management discipline, deep awareness of every deal stage and risk. - Tech-savvy and comfortable with tools such as Salesforce, Gong, and G-Suite. - A positive, team-oriented mindset and the ability to collaborate effectively across functions. - Self-motivated, organized, and comfortable owning your business with a high degree of autonomy. Requirements - Experience with our tech stack (Salesforce, Gong, G-Suite). - Experience working with corporate security, public safety, or law enforcement customers. Benefits - Competitive compensation plan - Flexible PTO – Take a minimum of 15 days/year with no cap beyond - Hybrid workplace with flexible working hours - Health & Dental Benefits (Medavie Blue Cross) - 80% employer paid benefits - Orthodontic coverage for minor dependents - Comprehensive mental health coverage, up to $3,000 per year, available for employees and dependents - Free access to EAP, Greenshield and a variety of physical and mental health services via wellness platform - $750 Yearly Lifestyle Subsidy - Monthly cell phone reimbursement - Monthly parking reimbursement - Company-sponsored social events and team-building activities - Strong culture of employee recognition - Monthly peer-nominated “Cheers” awards with gift card draws - Quarterly Performance Awards recognizing exceptional impact, collaboration, and innovation - Diversity, Equity & Inclusion Committee - Authentic, engaged team, who value work life balance

• Act as the primary point of contact for high-intent prospects and inbound leads • Think critically and proactively to understand customer pain points • Coordinate with multiple internal stakeholders to ensure accurate product knowledge • Meticulously document all pipeline stages, sales interactions, and deal progress in Pipedrive • Provide clear, actionable market feedback to the product and marketing teams

Role Description As a Senior Enterprise Sales Executive at Dragos, you’ll be at the forefront of driving revenue growth in your assigned territory. 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 isn’t just about 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 the DACH region. This role requires a strategic thinker who thrives in a fast-moving environment, taking ownership of complex deals and driving impact without excessive oversight. You'll report to the VP of International Sales. 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 Professionals, 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 prospects’ needs, pain points and business objectives, ensuring solutions are tailored to 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: €280,000 - Competitive Equity Package - Comprehensive Benefits Plan Company Description 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!

• Manage an average portfolio of ~100 customer accounts, with approximately $16M in revenue responsibility, ensuring profitable growth across the book of business. • Drive revenue by proactively identifying and pursuing programmatic and incremental opportunities across the full account hierarchy (site-level, end-user, and enterprise-wide). • Partner closely with Outside Developers to increase sales and ensure program compliance across all customer locations. • Leverage prescribed sales tools (e.g., Prioritized Insights, Tenfold, Salesforce (SFDC)) to prioritize activities, improve efficiency, and document customer interactions and insights. • Collaborate with category experts and customer support teams to execute account plans and deliver best-in-class service to customers. • Work in partnership with the Revenue Management Team to evaluate opportunities and make discretionary pricing decisions, informed by account knowledge and future spend potential; ensure accurate execution of BPIs in accordance with contract terms. • Demonstrate strong business acumen and sales expertise to uncover incremental opportunities at both master and site levels, while maintaining awareness of the competitive landscape. • Develop deep understanding of customer industry purchasing processes, enabling effective product selection guidance and standardization of SA.com product assortments. • Lead implementation and ramp-up of new and existing customer programs, driving adoption and compliance to maximize value realization. • Engage the Customer Support Center (CSC) to proactively manage the customer experience and resolve maintenance or service-related requests. • Build and maintain strategic relationships with senior executive stakeholders within the customer base to strengthen partnerships and drive long-term growth.