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Rubrik· rubrik.com
Sales Specialist SaaS
- Mumbai/Delhi/Bengaluru
- Full-time
- 3+ yrs
- Posted yesterday
- Sales
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…
Skills
- Salesforce
- Azure
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, translating technical d
- 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.
What they’re looking for
- 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 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.
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