Enterprise Account Executive

vClusters; Abu Dhabi; On-site; AED 600,000 - 1,200,000; Full time

Job summary

vClusters is seeking an Enterprise Account Executive to own a dedicated patch of Enterprise accounts, build a comprehensive territory plan, and drive full-cycle sales from prospecting and discovery to negotiation and close.

You will navigate complex organizations, articulate business value, and forecast with MEDDPICC. A track record of selling complex SaaS/PaaS to large enterprises and startup experience are highly valued.

Qualifications

• 7+ years of quota-carrying field sales experience
• Proven ability to sell complex SaaS/PaaS solutions to Enterprise customers (ACV $200k+)
• Technically fluent and able to discuss tech stacks with VP-level engineers
• Deep knowledge of MEDDPICC or MEDDIC methodologies to qualify deals and de-risk pipelines
• Consistent track record of top-quartile performance and startup-scale experience

Responsibilities

• Own a dedicated patch of Enterprise accounts and manage the full sales lifecycle from prospecting to close
• Develop a comprehensive territory plan to uncover opportunities and expand footprints
• Navigate complex organizations to build consensus among technical champions and executive buyers
• Articulate clear business value and tie capabilities to top-line revenue or bottom-line efficiency
• Maintain hygiene in Salesforce CRM and provide accurate weekly, monthly and quarterly forecasts using MEDDPICC or Command of the Message

Skills

Strategic Territory Management

Full-Cycle Execution

Sales Lifecycle

MEDDPICC

Value Engineering

Forecasting

Multi-Threaded Selling

Executive Stakeholder Engagement

Domain Expertise

Partnership Experience

Tools

Salesforce CRM

Job description

As an Enterprise Account Executive your role will include

• 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
• Bonus points for
• 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
• Partnership Experience
• Successful track record of building equitable relationships with new partners

Requirements

• Experience: 7+ years of quota-carrying field sales experience, with at least 3+ years selling specifically to the Enterprise ($200k - $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.