Account Executive - Int/SaaS

VAST Data•San Francisco, CA

About The Position

VAST Data is hiring a Strategic Account Executive to grow its Internet and SaaS vertical. The role focuses on hunting new business across strategic accounts, many of which are new to VAST Data. The Account Executive will build relationships from engineering teams to C-suite leaders and develop initial conversations into large, repeatable platform deals. The role reports to the District Manager - Internet & SaaS and partners closely with a dedicated Sales Engineer, overlay specialists, and channel and technology partners. The position also provides direct access to VAST Data’s founders and executive leadership to support go-to-market strategy. The Account Executive will sell VAST Data’s AI Operating System platform, which brings together data storage, ingestion, analytics, vector search, streaming, and AI runtime. The position involves managing complex enterprise sales cycles and expanding initial customer wins into broader platform adoption.

Requirements

At least 7 years of quota-carrying enterprise technology sales experience.
A consistent record of meeting or exceeding quota.
Demonstrated ability to open net-new accounts, build pipeline independently, and close large, complex deals.
Experience selling data platform technologies such as databases, data warehouses, lakehouses, streaming, analytics, or AI/ML platforms.
Ability to build credibility with technical and business audiences, including platform engineers, architects, CTOs, and CFOs.
Strong knowledge of MEDDPICC or a similar sales methodology and disciplined qualification and forecasting practices.
Strong account planning, negotiation, and executive presentation skills.
Ability to work independently and navigate ambiguity in a fast-moving, competitive environment.
Competitive drive, strong work ethic, and genuine curiosity about AI and the evolution of enterprise data infrastructure.

Nice To Haves

Experience selling to Internet, SaaS, or cloud-native companies.

Responsibilities

Build pipeline from scratch, break into strategic Internet and SaaS accounts, and create and close new business.
Develop strategic account plans, map buying organizations, identify high-value opportunities, and build executive relationships with technical and business stakeholders.
Connect VAST Data’s platform capabilities to customer data strategies and AI roadmaps.
Lead sales opportunities from discovery through technical validation, business case development, negotiation, and close, building consensus across buying committees.
Own quota, qualify opportunities using MEDDPICC or a similar methodology, manage deal risk, maintain a clean pipeline, and forecast accurately.
Expand initial wins into platform-wide adoption by identifying additional workloads, teams, and use cases.
Coordinate with Sales Engineering, Product, and channel and technology partners to accelerate deals and deliver customer outcomes.