Account Executive (Internet & Software as a Service)
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Description
- This is a hunting role. You’ll own a set of strategic Internet & SaaS accounts, many of them net new to VAST.
- You’ll break in, build relationships from the engineering floor to the C-suite, and turn first meetings into large, repeatable platform deals.
- You’ll report to the District Manager - Internet & SaaS, and work closely with your dedicated Sales Engineer, overlay specialists and partner ecosystem.
- You’ll also have direct access to VAST’s founders and executive leadership to help drive your go-to-market strategy
- Hunt and win new logos: Build pipeline from scratch, break into strategic accounts, and consistently create and close net-new business
- Build strategic account plans: Map buying organizations, find high-value opportunities, and build executive relationships across technical and business stakeholders
- Sell the AI OS: Tie VAST’s capabilities (storage, data ingestion, analytics, vector search, streaming and AI runtime) to each customer’s data strategy and AI roadmap
- Lead complex sales cycles: Drive opportunities from discovery through technical validation, business case, negotiation and close, building consensus across buying committees
- Own the number: Use MEDDPICC (or similar methodology) to qualify rigorously, manage deal risk, keep pipeline clean and forecast accurately
- Land and expand: Turn first wins into platform-wide adoption by finding new workloads, teams and use cases
- Orchestrate the ecosystem: Partner with Sales Engineering, Product, and channel and technology partners to speed up deals and deliver customer outcomes
- Strong account planning, negotiation and executive presentation skills
- 7+ years of quota-carrying enterprise technology sales, with a consistent record of meeting or exceeding quota
- Experience selling data platform technologies such as databases, data warehouses, lakehouses, streaming, analytics or AI/ML platforms
- A proven hunter mentality: you’ve opened net-new logos, built your own pipeline and closed large, complex deals, ideally with Internet, SaaS or cloud-native companies
- A competitive drive, strong work ethic, and genuine curiosity about AI and the evolution of enterprise data infrastructure
- The ability to work independently and navigate ambiguity in a fast-moving, competitive environment,
- Credibility with technical and business audiences, from platform engineers and architects to CTOs and CFOs
- Deep fluency in MEDDPICC or a similar methodology, with a disciplined approach to qualification and forecasting