Note: The job is a remote job and is open to candidates in USA. vCluster Labs is a venture-backed tech startup pioneering Kubernetes virtualization for the AI era. As an Enterprise Account Executive, you will be responsible for managing a territory of Enterprise accounts and driving large-scale agreements with leading organizations, focusing on selling a technical platform that addresses critical challenges for Engineering, DevOps, Security, and Data leaders.
Responsibilities
- Own a dedicated patch of Enterprise accounts. Build a comprehensive territory plan to uncover new opportunities and expand existing footprints
- Manage the entire sales lifecycle from prospecting and discovery to negotiation and close. You are a 'Hunter' who enjoys the thrill of the chase but executes with the precision of a consultant
- Navigate complex organizations to build consensus across technical champions (Dev/Ops/Security practitioners) and executive economic buyers (CTO, CIO, CISO, CFO)
- Move beyond feature/function selling. articulate a clear 'Business Value Assessment' (BVA) that ties our technical capabilities to the customer's top-line revenue or bottom-line efficiency
- Maintain hygiene in Salesforce/CRM. Utilize MEDDPICC or Command of the Message methodologies to provide accurate weekly, monthly, and quarterly forecasts
Skills
- Experience: 7+ years of quota-carrying field sales experience, with at least 3+ years selling specifically to the Enterprise ($200k - $1M+ ACV)
- Technical Aptitude: You don't need to code, but you must be 'technically fluent.' You can hold your ground in a conversation with a VP of Engineering or a Chief Architect about their tech stack, workflow, and pain points
- Methodology Master: You live and breathe sales methodology. You can clearly explain how you use MEDDPICC/MEDDIC to qualify deals and de-risk your pipeline
- Consistency: A documented history of performing in the top 10-20% of your cohort. We want to see President's Club awards and consistent quota over-achievement
- Start-Up Grit: Experience working in a high-growth environment (Series B to IPO phase). You are comfortable with ambiguity and are willing to build the playbook, not just read it
- Domain Expertise: A proven track record of selling complex SaaS/PaaS solutions. Experience in DevOps, Infrastructure, Data, Observability, or Cybersecurity is highly preferred
- Startup Experience: You have been at an early-stage organization where you control your own desk. You function autonomously and strive towards building something great
- Partnership Experience: Successful track record of building equitable relationships with new partners
Benefits
- Offers Equity
- Offers Commission
- Health, dental, vision, and life Insurance, including plans for you and eligible dependents (benefits vary depending on country).
- Flexible Working Schedule: You have a doctor’s appointment or need to head to the supermarket to get groceries at 2pm? We won’t have an issue with that. To us, results matter more than clocking in and out at the same time every day.
- Workplace Flexibility: We’re very flexible about where you work. We know things can change in life and we’re happy to adjust the work environment for you along the way.
Company Overview