Enterprise Account Executive

Vantage; New York (NY); On-site; USD 160,000 - 320,000; Full time

Job summary

Vantage in New York is seeking an Enterprise Account Executive to accelerate adoption for early-stage startups and large enterprises. You will drive net-new logos, manage a large territory, and articulate ROI with a value-based approach.

Ideal candidates have 5+ years closing experience in developer tools, cloud infrastructure, and BI, with a proven ability to build pipelines and win high-value deals in a remote-friendly, US-based team.

Qualifications

• 5+ years closing experience (mix of field selling within mid-market and enterprise) with emphasis on developer tools, cloud infrastructure, databases, and/or business intelligence.
• Track record of meeting/exceeding direct sales goals of 1M+ and ACV of $100k+.
• Able to demonstrate methodology to prospect and build pipeline on your own.
• Experience selling into large Fortune 1000 companies.
• Familiarity with cloud technologies.
• Bias for action and collaborative attitude.

Responsibilities

• Contribute to and be responsible for revenue growth and achieving quarterly booking goals through closing net new logos.
• Build relationships with VP & C-Suite prospects to qualify, build, and manage a sales funnel and pipeline.
• Handle existing customer expectations while expanding reach into territory.
• Develop a deep understanding of the customer’s business.
• Negotiate pricing and terms with large enterprises by selling ROI and value.
• Navigate the sales process with initiative and customer validation.
• Identify key business drivers behind opportunities.
• Use a solution-based approach to selling and creating value.
• Demonstrate authentic command of a complex sales cycle.

Skills

Enterprise sales

Forecasting

Pipeline development

Relationship building

Job description

About Vantage

Vantage is the FinOps platform built for modern engineering teams, trusted by thousands of organizations including Block, FanDuel, Decagon, Temporal, and CircleCI, to manage and optimize infrastructure costs across hyperscalers, cloud providers, and foundational models. We're passionate about building a cloud cost transparency platform that helps enable everyone, from developers to enterprises, analyze, report, collaborate on, and optimize their cloud spend. Together we are a high-output team of about 55 employees based in New York City with a remote-friendly culture. Backed by $25M from Andreessen Horowitz and Scale Venture Partners, and prominent industry veterans: Matthew Prince (Co-Founder, Cloudflare), Calvin French Owen (Co-Founder, Segment), Ben and Moisey Uretsky (Co-Founders, DigitalOcean), Stephanie and Nat Friedman (CEO, Github), Julia Lipton, Brianne Kimmel and others.

About the Role

We are growing our recently formed sales team and are looking for an Enterprise sales professional with a passion for early-stage startups. You will help the founding sales team accelerate adoption and experiment with new routes to market. The primary goal for Enterprise Account Executives at Vantage is to authentically understand customer needs, translate that into a structured sales process and assist the customer through the buying journey throughout the sales cycle. While Vantage has an SDR team and extremely strong inbound funnel, nothing prohibits you from continuing to prospect on your own accord. AEs will operate in a target-rich environment with large territories and autonomy to close new business and reap the financial rewards uniquely available at this early stage.

What You Will Do

• Contribute to and be responsible for revenue growth and achieving quarterly booking goals through closing net new logos.
• Build relationships with VP & C-Suite prospects in order to methodically qualify, build, and manage an accurate sales funnel and pipeline.
• Handle existing customer expectations while expanding reach and depth into assigned territory.
• Develop a deep comprehension of customer’s business.
• Negotiate favorable pricing and business terms with large enterprises by selling value and ROI.
• Have intuitive sense of necessary steps to close business and gain customer validation.
• Identify robust set of business drivers behind all opportunities.
• Use a solution-based approach to selling and creating value for customers.
• Have genuine and authentic command of what can be a complex sales process.

Who You Are

• Previously worked in an early-stage company and with a track record of successfully meeting or exceeding direct sales goals of 1M+ and ACV of $100k+.
• 5+ years closing experience (mix of field selling within mid-market and enterprise) with an emphasis on developer tools, cloud infrastructure, databases, and/or business intelligence.
• Able to demonstrate methodology to prospect and build pipeline on your own.
• Experienced in working for an innovative tech company (SaaS, IT infrastructure or similar preferred).
• Experienced selling into large Fortune 1000 companies with the ability to win new logos.
• Familiarity with cloud technologies.
• A bias for action – have a mentality of getting things done vs letting things happen.
• A kind person.

Pay & Benefits

The annual U.S. compensation range for this role is $160,000-$320,000. For sales roles, the range provided is the role’s On Target Earnings ('OTE') range, meaning that the range includes both the sales commissions/bonuses target and annual base salary for the role. This salary range may be inclusive of several career levels and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location.

At this time, Vantage is only set up to employ in the United States.

Compensation Range: $160K - $320K.