Account Executive (Internet & Software as a Service)

VAST Data, Inc.; San Francisco (CA); On-site; USD 180,000 - 290,000; Full time

Job summary

VAST Data, Inc. is seeking an experienced enterprise sales professional in San Francisco to own strategic Internet & SaaS accounts. You will hunt, build pipeline from scratch, and drive large, repeatable platform deals across technical and business stakeholders.

You’ll align with founders and executive leadership, and you’ll navigate multi-month cycles from discovery through validation, business case, negotiation and close, using MEDDPICC to forecast with precision.

Qualifications

• Strong account planning, negotiation and executive presentation skills.
• 7+ years of quota-carrying enterprise technology sales.
• Experience selling data platform technologies (databases, warehouses, lakehouses, streaming, analytics or AI/ML).
• Hunter mentality with net-new logos and pipeline building.
• Credibility with technical and business audiences; MEDDPICC discipline.

Responsibilities

• Hunt and win new logos; build pipeline from scratch.
• Map buying organizations and build executive relationships across stakeholders.
• Sell the AI OS by linking capabilities to data strategy and AI roadmap.
• Lead complex sales cycles from discovery to close with cross-functional buy-in.
• Own the number with rigorous qualification and forecasting.
• Land and expand to drive platform-wide adoption.

Skills

Account planning

Negotiation

Executive presentations

Hunter mentality

Quota carrying sales

MEDDPICC

Complex sales cycles

Data platform knowledge

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

Strong account planning, negotiation and executive presentation skills7+ years of quota-carrying enterprise technology sales, with a consistent record of meeting or exceeding quotaExperience selling data platform technologies such as databases, data warehouses, lakehouses, streaming, analytics or AI/ML platformsA 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 companiesA competitive drive, strong work ethic, and genuine curiosity about AI and the evolution of enterprise data infrastructureThe ability to work independently and navigate ambiguity in a fast-moving, competitive environment,Credibility with technical and business audiences, from platform engineers and architects to CTOs and CFOsDeep fluency in MEDDPICC or a similar methodology, with a disciplined approach to qualification and forecasting