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Posted 1 week ago
Principal Account Executive, Compliance Automation
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Job Description
What You'll Do
- Own and close complex, high-value opportunities within regulated or audit-sensitive verticals (tech, fintech, healthcare, SaaS)
- Partner with AEs across segments to strengthen discovery, qualification, objection handling, and executive alignment
- Build credibility with CISOs, GRC leaders, and legal teams through deep subject matter expertise and consultative selling
- Help define and refine the sales process for compliance automation — from first call through procurement
- Develop reusable talk tracks, ROI frameworks, and objection handling guides to elevate the entire field
- Partner with Enablement and Marketing to shape assets and field training materials
- Collaborate closely with Sales Engineering, Product, and GTM Operations to influence roadmap and optimize deal support
- Support Customer Success on expansion and renewal plays where compliance automation is part of the value story
- Serve as a “player-coach” within the field organization—modeling excellence, not managing it
What You'll Bring
- 8+ years of SaaS sales experience, with 4+ years selling compliance automation, GRC, or security SaaS
- Consistent top-quota performance in mid-market and enterprise segments; proven success closing six-figure ARR deals
- Deep understanding of compliance frameworks such as SOC 2, ISO 27001, HIPAA, NIST, and GDPR
- Experience selling to Security, GRC, IT, and Legal stakeholders
- Familiarity with sales methodologies such as SPICED and Winning by Design, with a focus on outcome-based selling
- Excellent written, verbal, and executive communication skills
- Ability to operate independently, influence cross-functionally, and thrive in a fast-paced, high-accountability culture
- Bachelor’s degree or equivalent experience required
- Required to work on-site 5x per week in our Miami (Coral Gables) office
Why This Role
- Strategic visibility: Direct partnership with CRO and GTM leadership to build a new revenue motion
- Career elevation: Cash compensation and equity well beyond market, reflective of the impact you'll have in this role
- Impact scope: Work across all three sales segments, influencing top deals while owning your own pipeline
- High-caliber peers: Collaborate with proven sellers from category leaders and raise the bar for the field
Automate your job search with Sonara.
Submit 10x as many applications with less effort than one manual application.
