Enterprise Account Executive

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

📋 Description

• Take ownership of the territory and manage the entire sales cycle, which includes account prioritization, direct outreach, discovery, technical validation, quantified business value, executive alignment, negotiation, and closing deals.

• Establish new franchise accounts by securing complex enterprise opportunities and creating pathways for expansion across various workloads, business units, and regions.

• Oversee inherited accounts with potential for upselling and cross-selling.

• Spearhead technical and vision selling in environments related to storage, data infrastructure, lakehouse, AI/ML, analytics, and HPC.

• Manage proofs of concept and proofs of value with well-defined success criteria.

• Develop business cases and establish decision criteria against legacy vendors, cloud alternatives, competitors, and existing solutions.

• Foster relationships with champions and executives while navigating through security, procurement, finance, and multi-stakeholder buying committees.

• Coordinate Solutions Engineering, product, executive, and partner resources during closure and expansion phases.

• Keep disciplined account plans, maintain an up-to-date CRM, set realistic closing dates, and provide evidence-based forecasts.

⛳️ Requirements

• Demonstrated track record of achieving enterprise quotas and personally securing new-logo wins, with a preference for candidates possessing over 7 years of direct enterprise quota-carrying experience.

• Proven experience in closing multiple technical enterprise deals while managing a quota of $1.5M or more (or equivalent responsibility).

• Background as one of the initial sellers responsible for building a region, segment, or new-market account focus in an early-stage or category-defining company.

• Technical credibility in storage, object storage/S3, data infrastructure, data lake/lakehouse, AI/ML, analytics, HPC, or related platforms.

• A systematic, metrics-driven approach to direct outreach, territory development, and pipeline generation, including effective partner co-selling strategies.

• Proficiency in technical validation, value selling, competitive displacement, executive engagement, and complex negotiations.

• Entrepreneurial mindset paired with disciplined forecasting, account planning, and collaboration skills.

• Direct experience with object storage and the S3 ecosystem.

• Experience with AI/ML, lakehouse, analytics, or HPC workloads.

• Co-selling experience with cloud, channel, OEM, or alliance partners.

• Proven experience in displacing legacy storage or incumbent infrastructure vendors.

🏝️ Benefits

• Health Care Plan (Medical, Dental & Vision)

• 401K with 3% Contribution

• Pre-IPO Stock Options

• At least 12 Public Holidays

• Flexible Time Off