Enterprise Account Executive

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

📋 Description

• Take charge of the New York territory and oversee the entire sales cycle, including account prioritization, direct outreach, discovery, technical validation, quantifying business value, aligning with executives, negotiating, and closing.

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

• Manage existing accounts with opportunities for upselling and cross-selling.

• Lead technical discussions and vision selling in areas such as storage, data infrastructure, lakehouse, AI/ML, analytics, and HPC environments.

• Oversee POCs and POVs, ensuring clear success criteria are established.

• Create compelling business cases that encourage buyers to take action.

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

• Cultivate champions and build executive relationships across functions like security, procurement, finance, and multi-stakeholder buying committees.

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

• Maintain diligent account plans, up-to-date CRM records, realistic closing dates, and evidence-backed forecasts.

⛳️ Requirements

• A minimum of 7 years of direct enterprise quota-carrying experience is preferred.

• Proven track record of achieving enterprise quotas and personally driving new logo acquisitions.

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

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

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

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

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

• An entrepreneurial mindset combined with disciplined forecasting, account planning, and collaboration skills.

• Direct experience with the object-storage and S3 ecosystem.

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

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

• Proven ability to displace 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