Senior Enterprise Account Executive

Back to jobsSenior Enterprise Account Executive TexasAPPLYAt Dragos, the mission is personal. The systems we protect deliver the water you drink, power your home, and keep the hospitals your community depends on running. Those critical infrastructure systems that power our civilization around the world are under attack every day by adversaries. When those systems fail, people are immediately at risk. We are the global leader in xOT cybersecurity, combining technology, threat intelligence, and expert services. The people here chose this work because they understand what is at stake. Here, you will find a remote-first mission-driven team across North America, Europe, the Middle East, and APAC built on authenticity, transparency, and trust. If safeguarding the systems that protect your family, friends, and community is the kind of work that matters to you, you are in the right place. About the Role: As a Senior Enterprise Account Executive at Dragos, you’ll be a key driver of revenue growth across your assigned territory in the Southeast Region - with a focus on the oil & gas sector. 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 goes beyond 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 industrial cybersecurity. You’ll operate with a high degree of autonomy, owning complex enterprise sales cycles and delivering impact without excessive oversight. This role reports to the Director of Enterprise Sales, Southeast Region.  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, 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:  Must be located in Texas and be willing to travel to Houston regularly. 7+ years of enterprise sales experience in cybersecurity, ideally with exposure to the ICS/OT market (oil & gas experience is highly preferred).  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 prospect needs, pain points. and business objectives, ensuring solutions are tailored for maximum value. A collaborative and team-driven mentality, with the ability to challenge and influence effectively...