Account Executive (International SaaS)

VAST Data, Inc.; San Francisco (CA); Hybrid; USD 160,000 - 230,000; Full time

Job summary

VAST Data, Inc. is seeking an accomplished enterprise sales professional to own a portfolio of strategic Internet & SaaS accounts in a fast-moving AI-driven environment.

You will break in with net-new logos and develop relationships from engineering floors to the C-suite, turning early meetings into large, repeatable platform deals. You will report to the District Manager - Internet & SaaS and collaborate with Sales Engineers, overlay specialists, and partners.

Qualifications

• 7+ years of quota-carrying enterprise technology sales.
• Strong account planning, negotiation and executive presentation skills.
• Credibility with technical and business audiences from engineers to CFOs.
• Hunter mentality with net-new logos and large deals.

Responsibilities

• Hunt and win new logos: Build pipeline from scratch and close net-new platform deals.
• Build strategic account plans and map buying organizations across stakeholders.
• Sell the AI OS by tying capabilities to customer data strategy and AI roadmap.
• Lead complex sales cycles from discovery to close with cross-functional alignment.
• Land and expand by expanding platform adoption within accounts.
• Orchestrate the ecosystem with Sales Engineering, Product and partners.

Skills

Enterprise sales

Quota carrying

Executive communication

MEDDPICC

Tools

Salesforce

Job description

• This is a hunting role. You’ll own a set of strategic Internet & SaaS accounts, many of them net new to VAST. You’ll break in, build relationships from the engineering floor to the C-suite, and turn first meetings into large, repeatable platform deals.
• You’ll report to the District Manager - Internet & SaaS, and work closely with your dedicated Sales Engineer, overlay specialists and partner ecosystem. You’ll also have direct access to VAST’s founders and executive leadership to help drive your go-to-market strategy
• Hunt and win new logos: Build pipeline from scratch, break into strategic accounts, and consistently create and close net-new business
• Build strategic account plans: Map buying organizations, find high-value opportunities, and build executive relationships across technical and business stakeholders
• Sell the AI OS: Tie VAST’s capabilities (storage, data ingestion, analytics, vector search, streaming and AI runtime) to each customer’s data strategy and AI roadmap
• Lead complex sales cycles: Drive opportunities from discovery through technical validation, business case, negotiation and close, building consensus across buying committees
• Own the number: Use MEDDPICC (or similar methodology) to qualify rigorously, manage deal risk, keep pipeline clean and forecast accurately
• Land and expand: Turn first wins into platform-wide adoption by finding new workloads, teams and use cases
• Orchestrate the ecosystem: Partner with Sales Engineering, Product, and channel and technology partners to speed up deals and deliver customer outcomes

The ability to work independently and navigate ambiguity in a fast-moving, competitive environment,7+ years of quota-carrying enterprise technology sales, with a consistent record of meeting or exceeding quotaA competitive drive, strong work ethic, and genuine curiosity about AI and the evolution of enterprise data infrastructureStrong account planning, negotiation and executive presentation skillsDeep fluency in MEDDPICC or a similar methodology, with a disciplined approach to qualification and forecastingCredibility with technical and business audiences, from platform engineers and architects to CTOs and CFOsA proven hunter mentality: you’ve opened net-new logos, built your own pipeline and closed large, complex deals, ideally with Internet, SaaS or cloud-native companiesExperience selling data platform technologies such as databases, data warehouses, lakehouses, streaming, analytics or AI/ML platforms