Principal Account Executive

Position Summary Arctera is seeking an elite, highly motivated Principal Account Executive to drive net-new logo acquisition and revenue expansion across highly regulated industries (Financial Services, Healthcare, Pharma, Energy, and Government). In this strategic role, you will own the entire end-to-end sales lifecycle—from initial strategic targeting through complex technical evaluations to final contract negotiation. You will be responsible for positioning Arctera's enterprise-grade information governance, AI compliance, risk management, and cybersecurity SaaS solutions directly to C-suite and executive buyers. Key Responsibilities Full-Cycle Revenue Ownership: Own, manage, and close a highly strategic enterprise pipeline to consistently meet or exceed quarterly and annual ARR targets. C-Suite Engagement: Identify, engage, and build trusted-advisor relationships with key executive stakeholders, including Chief Compliance Officers, CIOs, CISOs, General Counsels, and Chief Risk Officers. Complex Deal Orchestration: Lead multi-stakeholder, long-cycle enterprise sales processes ($500K-$1M+ ARR) involving rigorous technical assessments, security reviews, and legal/procurement negotiations. Strategic Account Planning: Collaborate with Solutions Engineers, Product, and Marketing teams to execute highly customized account-based sales campaigns into Fortune 500 prospects. Value-Based Selling: Conduct deep discovery and deliver tailored, high-impact business cases demonstrating ROI