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vCluster · 21 hours ago

Enterprise Account Executive

United States

Full-time

Remote

Senior Level

$140K/yr - $170K/yr

7+ years exp

vCluster Labs is a venture-backed tech startup focused on enabling platform engineers with their open-source technology for virtualizing Kubernetes. The Enterprise Account Executive will manage a dedicated patch of enterprise accounts, executing the full sales lifecycle while navigating complex organizations to close large-scale agreements with leading organizations.

Computer Software

Responsibilities

Strategic Territory Management: Own a dedicated patch of Enterprise accounts. Build a comprehensive territory plan to uncover new opportunities and expand existing footprints

Full-Cycle Execution: Manage the entire sales lifecycle from prospecting and discovery to negotiation and close. You are a "Hunter" who enjoys the thrill of the chase but executes with the precision of a consultant

Multi-Threaded Selling: Navigate complex organizations to build consensus across technical champions (Dev/Ops/Security practitioners) and executive economic buyers (CTO, CIO, CISO, CFO)

Value Engineering: Move beyond feature/function selling. articulate a clear "Business Value Assessment" (BVA) that ties our technical capabilities to the customer's top-line revenue or bottom-line efficiency

Methodical Forecasting: Maintain hygiene in Salesforce/CRM. Utilize MEDDPICC or Command of the Message methodologies to provide accurate weekly, monthly, and quarterly forecasts

Qualification

Enterprise Sales ExperienceTechnical AptitudeSales MethodologySaaS/PaaS SalesHigh-Growth EnvironmentCustomer ObsessionTechnical ExcellenceBold Innovation

Required

7+ years of quota-carrying field sales experience, with at least 3+ years selling specifically to the Enterprise ($100k - $1M+ ACV)

You don't need to code, but you must be 'technically fluent.' You can hold your ground in a conversation with a VP of Engineering or a Chief Architect about their tech stack, workflow, and pain points

You live and breathe sales methodology. You can clearly explain how you use MEDDPICC/MEDDIC to qualify deals and de-risk your pipeline

A documented history of performing in the top 10-20% of your cohort. We want to see President's Club awards and consistent quota over-achievement

Experience working in a high-growth environment (Series B to IPO phase). You are comfortable with ambiguity and are willing to build the playbook, not just read it

Preferred

A proven track record of selling complex SaaS/PaaS solutions. Experience in DevOps, Infrastructure, Data, Observability, or Cybersecurity is highly preferred

You have been at an early-stage organization where you control your own desk. You function autonomously and strive towards building something great

Benefits

Competitive Salary: We offer a competitive compensation package, including equity.

Platinum-Level Insurance: Health, dental, vision, and life Insurance, including plans for you and eligible dependents (benefits vary depending on country).

Flexible Working Schedule: You have a doctor’s appointment or need to head to the supermarket to get groceries at 2pm? We won’t have an issue with that. To us, results matter more than clocking in and out at the same time every day.

Workplace Flexibility: We’re very flexible about where you work. We know things can change in life and we’re happy to adjust the work environment for you along the way.