Enterprise Account Executive

vCluster Labs • San Francisco, CA

2d • Remote

About The Position

We are a venture-backed tech startup striving to be the leading force in enabling platform engineers. We raised +$30M from top-tier VCs such as Khosla Ventures (first investor in OpenAI, GitLab, Stripe, Doordash) and are in a hyper-growth phase looking for motivated people to complement our team. Our headquarters are in San Francisco (Salesforce Tower), but our team is distributed around the globe and we have a remote-first work culture.
We're the company behind vCluster, an open-source technology for virtualizing Kubernetes (+10k GitHub stars). Open source is part of our DNA.
The adoption of our commercial product based on vCluster has grown extremely fast (multi-million dollar revenue) and our customer base includes some of the biggest companies in the world, including 6 Global Fortune 500 companies as well as some of the fastest-growing tech unicorns.
As vCluster Labs’ Enterprise Account Executive, you aren’t just selling software; we are defining a category. In this role, you will be the CEO of your territory, tasked with identifying, navigating, and closing large-scale agreements with the world's leading organizations. You will be selling a technical platform that solves critical problems for Engineering, DevOps, Security, and Data leaders.

Requirements

• Experience: 7+ years of quota-carrying field sales experience, with at least 3+ years selling specifically to the Enterprise ($100k - $1M+ ACV).
• Technical Aptitude: 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.
• Methodology Master: You live and breathe sales methodology. You can clearly explain how you use MEDDPICC/MEDDIC to qualify deals and de-risk your pipeline.
• Consistency: 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.
• Start-Up Grit: 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.

Nice To Haves

• Domain Expertise: A proven track record of selling complex SaaS/PaaS solutions. Experience in DevOps, Infrastructure, Data, Observability, or Cybersecurity is highly preferred.
• Startup Experience: You have been at an early-stage organization where you control your own desk. You function autonomously and strive towards building something great.

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.

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed