Enterprise Account Executive

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

📋 Description

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

• Develop new franchise accounts by navigating complex enterprise opportunities and expansion pathways across various workloads, business units, and regions.

• Inherit and expand existing accounts through upselling and cross-selling strategies.

• Drive technical and vision selling across environments such as storage, data infrastructure, lakehouse, AI/ML, analytics, and HPC.

• Oversee Proof of Concepts (POCs) and Proof of Values (POVs) with defined success criteria, and construct compelling business cases.

• Compete against traditional storage vendors, cloud alternatives, direct competitors, and the prevailing status quo.

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

• Coordinate Solutions Engineering, product, executive, and partner resources throughout the closing and expansion processes.

• Maintain disciplined account plans, up-to-date CRM records, realistic close dates, and evidence-based forecasting.

⛳️ Requirements

• A proven track record of achieving enterprise quotas and personally securing new-logo wins, with a preference for candidates having 7+ years of direct enterprise quota-carrying experience.

• Proven experience in closing multiple technical enterprise deals and managing a quota of $1.5M+ (or similar responsibilities).

• Experience as one of the initial sellers establishing a region, segment, or new-market account focus within an early-stage or category-defining company.

• Established technical credibility in areas such as storage, object storage/S3, data infrastructure, data lake/lakehouse, AI/ML, analytics, HPC, or related platforms.

• A repeatable, 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.

• An entrepreneurial mindset combined with disciplined forecasting, account planning, and collaborative efforts.

• Direct experience with object storage and the S3 ecosystem.

• Background in AI/ML, lakehouse, analytics, or HPC workloads.

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

• 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