Enterprise Account Executive (AI Infrastructure)

Rafay; San Francisco (CA); On-site; USD 180,000 - 280,000; Full time

Job summary

Rafay in San Francisco is seeking an Enterprise Account Executive with 7+ years of value-driven software sales to accelerate growth and expand our GPU/AI platform across enterprise and cloud provider customers. You will build strategic territory plans, lead discovery and PoVs, and partner with senior IT and platform teams to demonstrate Rafay’s multi-tenant orchestration and governance capabilities.

This individual contributor role offers leadership opportunities as the company scales, with

Qualifications

• BA/BS and 7+ years of enterprise software sales success with quota achievement.
• Experience selling high-value cloud, AI/ML infrastructure, datacenter, or platform software into enterprise IT/orgs.
• Deep understanding of cloud-native environments, Kubernetes, GPU/cloud infra, or adjacent technologies.
• Proven success in early-stage or growth-stage tech companies—opening new territories and winning new logos.
• Experience building relationships with partner organizations and selling through channel.

Responsibilities

• Build pipeline and execute strategic territory/account plans, driving new customer acquisition across enterprises, AI/ML teams, and emerging cloud providers.
• Use value-based selling to meet and exceed quota, articulating Rafay accelerates time-to-value and reduces operational burden.
• Partner with Enterprise Architecture, Cloud Infrastructure, Platform Engineering, and AI/ML Operations teams to demonstrate business and technical impact via discovery and PoV engagements.
• Lead product demonstrations that showcase Rafay’s capabilities in multi-tenant GPU orchestration, Kubernetes lifecycle management, self-service environment delivery, governance, and cost controls.
• Navigate complex buying committees including technical practitioners, directors/VPs of Infra & Platform Engineering, and C-level executives.
• Work with technology and channel partners to identify opportunities and deliver end-to-end solutions for customers.

Skills

Enterprise software sales

Value selling

MEDDPICC

Challenger selling

Territory planning

Education

BA/BS

Job description

Enterprises, AI/ML teams, and emerging cloud service providers are racing to operationalize GPU infrastructure, accelerate AI initiatives, and simplify the complexity of managing modern distributed compute environments. Rafay’s PaaS-first orchestration platform enables organizations to turn raw GPU/CPU infrastructure into a self-service, governed, multi-tenant environment—dramatically reducing operational overhead while speeding time-to-value for AI/ML and cloud-native applications.

Leading enterprises and next-gen cloud providers use Rafay to launch GPU clouds, streamline AI/ML environment delivery, centrally manage Kubernetes and compute clusters, and enforce governance and cost controls across hybrid, multi-cloud, and sovereign environments. Only Rafay delivers the platform services that Platform Engineering, Cloud, and Infrastructure teams need to reliably operate AI/ML and modern applications at scale.

Rafay is seeking a driven, strategic, and high-impact Enterprise Account Executive with 7+ years of enterprise, value-driven software sales experience to accelerate our growth. This is a rare opportunity to introduce a category-defining platform to enterprises and AI-focused cloud providers.

You will empower organizations to deliver AI/ML workloads,GPU-accelerated environments, and modern applications faster—while reducing operational complexity. You’ll work closely with C-suite executives, platform engineering, infrastructure leadership, and emerging cloud providers positioning Rafay as the orchestration layer that unlocks self-service compute and monetizable GPU cloud services.

This is an individual contributor role with significant opportunity for leadership and territory expansion as the company continues to scale. The position reports to the SVP of Sales.

WHAT YOU WILL BE DOING

• Build pipeline and execute strategic territory/account plans, driving new customer acquisition across enterprises, AI/ML teams, and emerging cloud providers.
• Use value-based selling to meet and exceed quota, articulating how Rafay accelerates time-to-value, improves GPU/CPU utilization, and reduces operational burden for platform engineering and cloud teams.
• Partner with Enterprise Architecture, Cloud Infrastructure, Platform Engineering, and AI/ML Operations teams to demonstrate business and technical impact via discovery, solution design, and Proof-of-Value (PoV) engagements.
• Lead product demonstrations that showcase Rafay’s capabilities in multi-tenant GPU orchestration, Kubernetes lifecycle management, self-service environment delivery, governance, and cost controls.
• Navigate complex buying committees including technical practitioners, directors/VPs of Infra & Platform Engineering, and C-level executives.
• Work closely with leading technology and channel partners to identify opportunities and deliver end-to-end solutions that solve mission critical challenges for customers.
• Stay current on AI infrastructure trends, GPU/ML operations, platform engineering best practices, and competitive offerings in the orchestration and Kubernetes ecosystem.
• Maintain clear communication with internal teams, contribute to forecasting accuracy, and deliver ongoing visibility into pipeline health and account progression.
• Represent Rafay at industry events, regional conferences, and customer-facing sessions to build brand presence across the territory.

WHAT WE WANT TO SEE

• BA/BS and 7+ years of enterprise software sales success with consistent quota over-achievement.
• Experience selling high-value cloud, AI/ML infrastructure, datacenter, or platform software into enterprise IT, cloud, infrastructure, or platform engineering organizations.
• Deep understanding of cloud-native environments, Kubernetes, containerization, GPU/cloud infrastructure, or adjacent technologies (a strong plus).
• Proven success in early-stage or growth-stage technology companies—comfortable winning new logos, opening new territories, and selling emerging solutions.
• Experience building relationships with partner organizations and selling through the channel to exceed quota
• Strong command of MEDDPICC, Solution/Value Selling, Challenger, or similar enterprise sales methodologies.
• Self-starter with a bias for action, entrepreneurial mindset, and the ability to establish a territory from the ground up.
• Willingness to travel as needed to engage customers, prospects, and regional partners.

WHY JOIN RAFAY?

Rafay is at the forefront of GPU PaaS technologies and Kubernetes and we offer unique opportunities to join a winning team working on foundational technology for cloud and AI/ML services and enterprises. We work in a collaborative environment that rewards creative thinking and provides opportunities to advance professional careers in advanced technology development. On top of this we offer a fun and dynamic work environment, a competitive salary, robust benefits and attractive stock options. As the first of our kind, we are truly in a class of our own.