3+ years of quota-carrying SaaS sales experience in data protection or security solutions.
Experience at a SaaS vendor like AvePoint, CoreView, or Keepit is preferred.
Strong technical knowledge of tenant architecture, APIs, and identity management.
Proven ability to lead technical discovery and proof-of-concept engagements.
Consultative sales approach with experience in multi-stakeholder environments.
Prior experience in an overlay or specialist sales role alongside core sales teams.
Consistent track record of meeting quotas and generating strong pipelines.
Bachelor's degree or equivalent practical experience.
Responsibilities
Own and drive the SaaS product line sales number within a defined territory.
Articulate Rubrik's SaaS architecture and security posture to both technical and business audiences.
Lead technical discovery calls, demos, and proof-of-concept engagements with Sales Engineers.
Build competitive positioning against SaaS-native vendors and translate technical advantages into business value.
Develop territory and account plans to maximize SaaS sales opportunities.
Engage with multiple stakeholders, tailoring presentations to IT, security, and executive buyers.
Maintain accurate sales forecasts and pipeline data in Salesforce.
Benefits
Collaborative work environment with cross-functional teams.
Opportunity to work with cutting-edge SaaS data protection technologies.
Access to ongoing training and professional development.
Flexible work arrangements to support work-life balance.
Full Job Description
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.
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About Rubrik
Rubrik is a cloud data management company based in Palo Alto, California. The company offers a suite of software that provides backup and recovery, cloud migration, disaster recovery, and data governance services. Rubrik's software is designed to work across multiple cloud platforms and on-premises data centers. The company was founded in 2014 by Bipul Sinha, Arvind Jain, Soham Mazumdar, and Arvind Nithrakashyap. Rubrik has raised over $553 million in funding and is valued at over $3 billion.
