Account Executive, M365 Product Specialist

About the Team & Role 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. #LI-CG1 Join Us in Securing and Accelerating the World's AI Transformation Rubrik (NYSE: RBRK) is the Security and AI Operations Company, delivering one platform built at the intersection of data, identity, and AI. The platform enables agentic cyber resilience and trusted AI operations for enterprises worldwide, built to recover before disruption strikes and stay a step ahead, so security is never the reason ambition stalls. Linkedin | X (formerly Twitter) | Instagram | Rubrik.com Inclusion @ Rubrik At Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data. Our goal is to hire and promote the best talent, regardless of background. We continually review our hiring practices to ensure fairness and strive to create an environment where every employee has equal access to opportunities for growth and excellence. We believe in empowering everyone to bring their authentic selves to work and achieve their fullest potential. Our inclusion strategy focuses on three core areas of our business and culture: • Our Company: We are committed to building a merit-based organization that offers equal access to growth and success for all employees globally. Your potential is limitless here. • Our Culture: We strive to create an inclusive atmosphere where individuals from all backgrounds feel a strong sense of belonging, can thrive, and do their best work. Your contributions help us innovate and break boundaries. • Our Communities: We are dedicated to expanding our engagement with the communities we operate in, creating opportunities for underrepresente