Account Executive – Internet, SaaS

This is a fully remote position, open to applicants in California.

📋 Description

• Manage a portfolio of strategic Internet and SaaS accounts, many of which are newly acquired by VAST.

• Develop a sales pipeline from the ground up, penetrate strategic accounts, and generate and finalize new business opportunities.

• Analyze buying organizations, pinpoint high-value prospects, and foster executive relationships among technical and business stakeholders.

• Promote VAST’s AI OS capabilities—including storage, data ingestion, analytics, vector search, streaming, and AI runtime—to align with customer data strategies and AI roadmaps.

• Navigate complex sales processes from initial discovery through technical validation, business case development, negotiation, and closing.

• Build consensus within buying committees.

• Employ MEDDPICC or a comparable methodology to evaluate opportunities, manage deal risks, ensure pipeline cleanliness, and provide accurate forecasts.

• Transform initial successes into platform-wide adoption by identifying new workloads, teams, and use cases.

• Collaborate with Sales Engineering, Product, channel partners, and technology partners to expedite deals and achieve customer outcomes.

• Report to the District Manager - Internet & SaaS and work alongside a dedicated Sales Engineer, overlay specialists, and the partner ecosystem.

⛳️ Requirements

• Over 7 years of experience in quota-carrying enterprise technology sales.

• A consistent track record of meeting or surpassing sales quotas.

• Demonstrated hunter mentality, including securing net-new logos, developing a personal sales pipeline, and closing significant, complex deals.

• Ideal candidates will have experience with Internet, SaaS, or cloud-native companies.

• Familiarity with selling data platform technologies such as databases, data warehouses, lakehouses, streaming, analytics, or AI/ML platforms.

• Established credibility with both technical and business audiences, from platform engineers and architects to CTOs and CFOs.

• Proficient in MEDDPICC or a similar sales methodology.

• Methodical approach to qualification and forecasting.

• Strong skills in account planning, negotiation, and executive presentations.

• Ability to work autonomously and manage ambiguity in a dynamic, competitive landscape.

• A competitive spirit, robust work ethic, and a genuine interest in AI and enterprise data infrastructure.

🏝️ Benefits

• Competitive on-target earnings (OTE).

• Significant equity opportunities.

• Comprehensive benefits package.

• Direct access to VAST’s founders and executive leadership.

• Opportunity to influence and expand a strategic vertical.

• Chance to market a unique AI platform to top technology companies.