Account Executive – Int/SaaS

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

📋 Description

• Manage a portfolio of strategic Internet & SaaS accounts, many of which are new to VAST.

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

• Create strategic account plans by analyzing buying organizations and pinpointing high-value prospects.

• Establish executive relationships across both technical and business stakeholders.

• Promote VAST’s AI OS capabilities, which include storage, data ingestion, analytics, vector search, streaming, and AI runtime, in alignment with customers’ data strategies and AI roadmaps.

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

• Foster consensus among buying committees.

• Employ MEDDPICC or a comparable methodology to rigorously qualify opportunities, manage deal risks, maintain a clear pipeline, and provide accurate forecasts.

• Grow initial successes into organization-wide adoption by discovering new workloads, teams, and use cases.

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

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

• Partner with VAST’s founders and executive leadership to shape the go-to-market strategy.

⛳️ Requirements

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

• Proven track record of consistently meeting or exceeding sales quotas.

• Demonstrated hunter mentality, including acquiring new logos, building a personal sales pipeline, and closing substantial, intricate deals.

• Ideally experienced 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, ranging from platform engineers and architects to CTOs and CFOs.

• Strong understanding of MEDDPICC or a similar methodology.

• Methodical approach to qualification and forecasting.

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

• Ability to operate autonomously and navigate uncertainty in a fast-paced, competitive landscape.

• Competitive spirit, robust work ethic, and genuine interest in AI and enterprise data infrastructure.

🏝️ Benefits

• Significant equity opportunities.

• Comprehensive benefits package.

• Competitive OTE (base salary not specified).