GTM Client Executive

NetApp, Inc.

5d • $287,300 - $371,800

About The Position

The DataPelago Account Executive owns the full enterprise sales cycle, from generating pipeline and winning new customers to closing paid contracts and expanding adoption across strategic accounts. This is a hands-on, quota-carrying hunter role focused on new business rather than traditional installed-base or account management. The role cultivates target accounts, identifies high-value workloads and business problems, engages technical champions and economic decision-makers, and creates urgency around purchasing decisions.

Working with Solution Architects and engineering teams, the Account Executive structures proof-of-concept (PoC) engagements using representative customer applications and environments, with defined success criteria and commercial next steps. The AE owns customer alignment and commercial progress while technical teams lead execution. The role collaborates with DataPelago colleagues and NetApp Account Executives to develop independently sourced and jointly identified opportunities, convert initial wins into broader adoption, and help build a repeatable enterprise sales motion.

DataPelago is building a data-processing platform that applies accelerated computing to analytics and AI workloads by bringing high-performance compute closer to enterprise data. Following its acquisition by NetApp, the company combines an early-stage operating model with NetApp's global customer reach, resources, and enterprise relationships. The role is based in San Jose, California, in a zero-to-one environment that calls for ownership, speed, comfort with ambiguity, and customer focus.

Requirements

• At least 8 years in a sales capacity.
• Proven success in a quota-carrying enterprise sales role, personally prospecting, developing, and closing complex net-new technology deals.
• Strong hunter mentality and demonstrated ability to generate demand and pipeline without relying on an installed base or mature inbound lead engine.
• Experience selling enterprise data, analytics, cloud infrastructure, AI, or other technically sophisticated products.
• Understanding of enterprise workloads such as ETL/ELT, data preparation, data transformation, large-scale analytics, and AI-related data pipelines.
• Familiarity with data lakes, lakehouses, cloud storage, and major cloud infrastructure platforms such as AWS, Azure, or Google Cloud.
• Experience driving customer PoCs with defined success criteria and representative workloads in partnership with technical teams, and converting results into commercial agreements.
• Strong consultative selling, executive communication, account planning, value-selling, and cross-functional collaboration skills.
• High integrity, customer trust, transparency, persistence, personal accountability, and consistent follow-through.
• Comfort with ambiguity and building a zero-to-one sales motion.

Nice To Haves

• Bachelor's degree preferred.
• Experience with the Spark ecosystem or platforms such as Databricks or Snowflake is highly desirable.
• Experience in both startup and large-enterprise environments is preferred.

Responsibilities

• Independently create and qualify net-new enterprise opportunities through targeted prospecting, account research, executive relationships, partners, and collaboration with NetApp.
• Cultivate strategic accounts and map technical champions, platform owners, influencers, economic buyers, and decision-makers.
• Lead customer discovery into applications, data architectures, workloads, performance bottlenecks, infrastructure costs, and business priorities.
• Build business cases connecting technical outcomes to measurable customer value and purchasing decisions.
• Structure PoCs with Solution Architects and customer teams, defining workloads, success criteria, environment needs, milestones, stakeholders, and decision timelines.
• Own customer engagement and momentum during PoCs; coordinate with Solution Architects and engineering to resolve issues, evaluate results, and connect technical findings to commercial objectives.
• Convert successful technical evaluations into paid contracts and lead pricing discussions, procurement, negotiations, and deal closure.
• Drive land-and-expand growth by identifying additional workloads, teams, and business units based on initial wins, customer champions, and measurable outcomes.
• Partner with NetApp's sales organization to qualify jointly sourced leads, coordinate account engagement, and maintain clear opportunity ownership and communication.
• Maintain accurate pipeline and account plans, disciplined follow-through, reliable forecasts, and accountability for individual sales quota.
• Build trust through transparent communication, realistic commitments, and responsible representation of product capabilities and evaluation results.
• Share customer needs, competitive insights, and field feedback with product, engineering, Product Marketing, and leadership; help develop repeatable sales plays and customer references.

Benefits

• Comprehensive benefits package, which may include health insurance, life insurance, retirement or pension plans, paid time off, leave options, an employee stock purchase plan, and/or restricted stock units. Offerings vary by region and are subject to local laws, regulations, and company policies.

What This Job Offers

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