Account Executive, SaaS Product Line Specialist

About the Team & Role

Rubrik's Product Line Sales organization drives focused growth across Rubrik's specialized workloads, including our SaaS data protection and security portfolio (Microsoft 365, Google Workspace, Salesforce, and other critical SaaS applications). This team partners closely with core Account Executives, Sales Engineers, and Customer Success to bring deep product and technical expertise into every SaaS opportunity — from first conversation through technical validation to close.

We're hiring a SaaS Product Line Sales Specialist to own and accelerate Rubrik's SaaS data protection business within a defined territory. This is a highly technical, quota-carrying overlay role: you'll be the subject-matter expert who can go deep on tenant architecture, identity and access models, backup and recovery mechanics, and the shared responsibility model — and use that fluency to win deals against SaaS-native point solutions.

The ideal candidate has sold in this exact space before, at a company like AvePoint, CoreView, or Keepit, and understands both the buyer and the competitive landscape intimately.

What You’ll Do

• Own the SaaS product line number: partner with core Account Executives to identify, qualify, and close SaaS data protection and security opportunities across net-new and existing accounts.
• Lead with technical credibility: articulate Rubrik’s SaaS architecture, security posture, and the gaps in Microsoft’s and Google’s native shared responsibility model in a way that resonates with both technical and business buyers.
• Drive technical discovery and validation: run or co-lead discovery calls, demos, and proof-of-concept engagements for M365, Google Workspace, and Salesforce workloads alongside Sales Engineers.
• Win competitive deals: build and defend positioning against SaaS-native vendors (AvePoint, CoreView, Keepit, Veeam, Druva, and similar), translating technical differentiation into business value.
• Build territory and account plans: develop a coverage strategy in partnership with core sales, SE, and channel teams to maximize SaaS attach and expansion within the install base.
• Engage multiple stakeholders: present to IT administrators, security and compliance teams, and executive economic buyers, tailoring the message to each audience.
• Forecast with discipline: maintain accurate pipeline and forecast data in Salesforce and participate in regular business reviews.
• Stay current: maintain deep knowledge of Rubrik’s SaaS roadmap, the M365/Google Workspace/Salesforce ecosystems, and the competitive landscape.
• Experience You’ll Need
• SaaS sales experience: 3+ years of quota-carrying sales experience selling SaaS data protection, security, or governance solutions for Microsoft 365, Google Workspace, or Salesforce environments.
• Directly relevant background: experience at a SaaS data protection or management vendor such as AvePoint, CoreView, or Keepit (or a comparable company like Druva, Veeam, or Spanning) is strongly preferred.
• Genuine technical depth: comfortable discussing tenant architecture, APIs, identity and access management (Entra ID/Azure AD), backup and recovery mechanics, and security and compliance frameworks without relying solely on a Sales Engineer.
• Proven technical selling motion: a track record of running or co-leading technical discovery and proof-of-concept engagements, not just handing off to a technical resource.
• Consultative approach: comfortable navigating complex, multi-stakeholder sales cycles across IT, security, and executive buyers in mid-market and enterprise accounts.
• Overlay/specialist experience: prior success working in a platform-selling model alongside core Account Executives, Sales Engineers, and Customer Success.
• Track record: consistent history of quota attainment and strong pipeline generation.
• Education: bachelor’s degree or equivalent practical experience.

Preferred Qualifications

• Hands-on familiarity with Microsoft 365 administration, Entra ID/Azure AD, or Salesforce administration.
• Experience selling a data security or resiliency platform that spans SaaS, cloud, and on-premises workloads.
• Existing relationships with IT, security, or compliance buyers in target accounts.
• Join Us in Securing and Accelerating the World's AI Transformation
• 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.
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• Inclusion @ Rubrik
• At Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data.
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• Rubrik is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, protected veteran status, or any other status protected by applicable law. Rubrik provides equal employment opportunities to employees and applicants in all terms and conditions of employment, including recruiting, hiring, promotion, compensation, training, leave, and termination.
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