Enterprise Account Executive

Nasuni•St. Louis, MO

36d•Hybrid

About The Position

Nasuni is seeking an Enterprise Account Executive to drive new logo acquisition and expansion across a defined IN, TN, MO, KS, and Cincinnati territory. This role is ideal for a high-performing seller who excels in complex enterprise sales, builds pipeline proactively, closes six-figure deals, and works effectively within a partner-driven ecosystem. You will sell a cloud-native platform that modernizes legacy file storage infrastructure, helping enterprises improve resilience, reduce costs, and enable AI-ready data environments. This role is best suited for sellers who thrive in technical, infrastructure-focused sales, can generate pipeline independently while leveraging partners, and own full-cycle execution and consistently achieve quota. It is not a fit for candidates who depend primarily on inbound leads or have only sold transactional or mid-market deals. The scope includes owning an enterprise territory with a ~$1.5M ARR quota, managing the full sales cycle from prospecting through expansion, operating in a partner-influenced model (roughly 50% of pipeline influenced by AWS, Microsoft, and VAR partners), leading multi-threaded sales cycles involving 5–10+ stakeholders across IT, infrastructure, and business teams, balancing day-to-day execution with territory and account planning, and collaborating cross-functionally with Sales Engineering, Channel, Marketing, and Customer Success.

Requirements

7–12 years of B2B sales experience
4+ years closing enterprise deals with 5+ stakeholders and average deal sizes of $100K+ ACV
Consistent success against $1M+ ARR quotas
Experience selling cloud infrastructure, storage, data platforms, backup/DR, or similar technologies
Proven ability to generate pipeline through outbound and partner channels
Experience managing complex sales cycles of 6+ months
Strong ability to communicate ROI and business value

Nice To Haves

Experience in partner-led or partner-influenced sales environments
Background competing against legacy storage vendors such as NetApp or Dell EMC
Familiarity with ransomware recovery, file systems, or unstructured data environments
Experience with structured sales methodologies such as MEDDPICC
Experience using AI tools for prospecting, deal strategy, or forecasting
Track record of closing $250K–$1M+ ACV deals
Experience co-selling with AWS, Azure, or GCP field teams
Success building or scaling a territory with limited existing pipeline
Proven land-and-expand success in enterprise accounts
Clear examples of using AI tools to improve conversion and deal velocity

Responsibilities

Generate and close new business across enterprise accounts in the territory
Build and maintain qualified pipeline through outbound prospecting, partner co-selling, and marketing-generated opportunities
Lead complex sales cycles by identifying customer challenges such as ransomware, cost, performance, and AI readiness, and aligning solutions to business outcomes
Develop account strategies to land new customers and expand existing accounts
Partner closely with hyperscalers, channel partners, and VARs
Drive deal execution across stakeholder management, procurement, and negotiations
Accurately forecast pipeline and revenue
Use AI-enabled tools to improve pipeline quality, deal velocity, and account research