Enterprise Account Executive

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

📋 Description

• Take ownership of the Atlanta territory and manage the complete sales cycle, which includes prioritizing accounts, direct outreach, discovery, technical validation, quantifying business value, aligning with executives, negotiating, and closing deals.

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

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

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

• Manage POCs and POVs with clear success criteria and establish robust business cases.

• Compete against legacy storage vendors, cloud solutions, direct competitors, and the existing market status quo.

• Cultivate champions and executive relationships while effectively navigating security, procurement, finance, and multi-stakeholder buying committees.

• Coordinate resources from Solutions Engineering, product, executive, and partners throughout the closing process and further expansion.

• Maintain account plans, CRM data, close dates, and provide evidence-based forecasts.

⛳️ Requirements

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

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

• Experience as one of the first one to three sales professionals establishing focus in a region, segment, or new market at an early-stage or category-defining company.

• Technical credibility in areas such as 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 creation, including effective collaboration with partners.

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

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

• Direct experience with object storage and the S3 ecosystem.

• Familiarity with AI/ML, lakehouse, analytics, or HPC workload environments.

• Experience in co-selling with cloud providers, channel partners, OEMs, or alliance partnerships.

• 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