Zac’s journey at DataGrail is a testament to both personal growth and team impact. Joining nearly two years ago as a Mid Market Account Executive, he recently earned a well-deserved promotion to Senior Mid Market Account Executive.
Throughout his tenure, Zac has been instrumental in driving our success. He has not only contributed to expanding our customer base, but has also elevated the sales team’s performance by consistently sharing best practices and valuable insights.
This month, we sat down with Zac to dive deeper into his role, exploring the collaborative spirit and winning culture of our Mid Market Account Executive team.
Give us a snapshot of your career so far. What has been your path to tech sales?
I started my career in tech sales right out of college as an SDR at a small startup in Chicago. After six months, I moved into an Enterprise SDR role, booking meetings with companies ranging from 5,000 to 20,000 employees. A year later, I transitioned to an Account Executive role supporting the small business segment, where I spent about a year and a half before moving up to the Mid-Market team. Wanting a more technical sales role, I began exploring new opportunities—which led me to DataGrail. Since joining, I’ve supported the Mid-Market segment and now focus on our largest Mid-Market accounts while also working with enterprise customers.
What does a typical day look like for you as an Account Executive at DataGrail?
I typically start my day by catching up on privacy news to stay informed on any regulatory changes that could impact our customers. Since the privacy landscape evolves daily, staying knowledgeable is key. Most of my day is spent on calls with customers and prospective customers, understanding their unique privacy challenges and identifying where DataGrail can add value. Outside of calls, I set aside 2-3 hours to research new potential customers and reach out to explore how DataGrail can support their needs.
How would you describe the sales culture at DataGrail? How does the team culture reflect the company’s broader values?
Sales at DataGrail is truly a team effort. We rely on each other to share competitive insights, technical expertise, and celebrate wins together. While we all thrive on competition, our focus is on collective success—supporting one another to ensure the entire team grows and wins together.
Sales at DataGrail takes a village. How do you collaborate with other departments to be successful?
Absolutely! As I mentioned, we celebrate wins not just as a sales team but as an entire company. Winning deals requires collaboration across product, engineering, marketing, and many other teams. With the ever-evolving privacy landscape, staying closely aligned ensures everyone at DataGrail is in the loop on customer needs and market shifts.
How does the sales team celebrate wins?
We celebrate wins in our bi-weekly all-hands meetings and in person at our quarterly SKOs! We also conduct deal reviews for both wins and losses, sharing insights on what worked well and where we could improve, helping us continuously refine our approach.
How does the team share knowledge and learn from each other’s experiences?
This takes place in our monthly deal review sessions! Each month, our sales team comes together to strategize on active deals, identifying how we can best align our value proposition. By sharing insights, we uncover new areas to focus on throughout the deal cycle and find ways to further differentiate our product in the market.
What’s your favorite part about working with our company and products?
I believe DataGrail has a strong product-market fit, making it rewarding to sell to companies that truly need an automated privacy solution. As a market leader across multiple areas of privacy operations, we can take a consultative approach—guiding customers toward the best solution for their specific needs. Instead of pushing all our products, we focus on the key areas where they need support, ensuring they get exactly what’s necessary to achieve their goals.
What’s the most fulfilling aspect of your role that has nothing to do with hitting targets or making sales?
Being part of a winning culture makes coming to work enjoyable. It’s energizing to be surrounded by teammates who are driven to win together, exceed goals, and continuously push each other to become product and market experts. Every individual win is a collective victory, reinforcing our shared success.
Want to work with Zac? Check out our open roles here.
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