Enterprise Account Executive — Infrastructure Platforms

Sidero Labs, Inc.; Northern (KY); Hybrid; USD 100,000 - 220,000; Full time

Benefits offered by this job

Remote work

Performance-based pay

Job summary

Sidero Labs, Inc. is seeking an Enterprise Account Executive to own net-new enterprise business across a defined territory in North America or Europe.

You will build pipeline, coordinate complex evaluations, and guide customers from discovery through close with a Technical Sales Engineer partner. You will lead a consultative, technically sophisticated sale, develop champions, and shape our enterprise sales playbook as we scale.

Qualifications

• 5+ years in enterprise software or infra sales.
• Proven quota attainment and multi-stakeholder sales cycles.
• Fluent English, strong communication and negotiation.

Responsibilities

• Own territory plan and revenue targets in NA or Europe.
• Develop pipeline via outbound, inbound, and partnerships.
• Lead complex sales cycles with multiple stakeholders.
• Collaborate with Technical Sales Engineer during cycle.
• Maintain accurate CRM data and forecast.

Skills

Enterprise sales

Quota attainment

CRM discipline

Stakeholder management

Forecasting

English fluency

Tools

CRM (Salesforce)

Job description

Sidero Labs builds software that makes modern infrastructure simpler, safer, and easier to operate. Talos Linux is an open source, immutable operating system purpose-built for Kubernetes. Talos Omni is our SaaS and self-hosted platform for managing Kubernetes clusters at scale. We are also expanding into virtualization, with new products coming soon that will bring Sidero Labs' secure, API-driven operating model to a broader range of workloads and infrastructure.

We are a remote-first company with a deeply technical culture and a growing community of customers and open source users. Our teams work closely across Sales, Product, Engineering, and Customer Experience to solve consequential infrastructure problems.

The opportunity

As an Enterprise Account Executive, you will own net-new enterprise business across a defined territory in North America or Europe. You will help infrastructure, platform engineering, and IT leaders evaluate a new approach to Kubernetes and virtualization- often in environments where reliability, security, and operational continuity are non-negotiable.

This is a consultative, technically sophisticated sale. You will build pipeline, develop champions, coordinate complex evaluations, and guide customers from early discovery through commercial close. You will partner closely with a Technical Sales Engineer throughout the sales cycle and help shape Sidero Labs' enterprise sales playbook as we scale.

We expect to hire at the Enterprise Account Executive level, with flexibility to calibrate title, territory, and scope for the experience and seniority of the successful candidate.

What you will do

• Own your territory and number. Build and execute a territory plan, create pipeline, and consistently deliver against new-business targets.
• Win net-new enterprise customers. Prospect into and develop accounts through outbound outreach, inbound demand, community and event engagement, and partner-led opportunities.
• Lead complex sales cycles. Manage opportunities from discovery through contract across technical evaluators, infrastructure and platform leaders, security, procurement, legal, executive sponsors, and other stakeholders.
• Create the business case for change. Connect technical requirements to business outcomes, including operational simplicity, security, infrastructure flexibility, total cost, and migration risk.
• De-risk adoption. Work with each customer and your Technical Sales Engineer to define a practical evaluation and adoption path—from proof of value or a focused initial workload through pilot and production expansion.
• Run the account strategy. Identify and enable internal champions, multi-thread relationships, surface risks early, and align decision criteria, success measures, mutual action plans, and executive sponsorship.
• Partner on the technical win. Bring enough fluency in Kubernetes, Linux, and enterprise virtualization to lead credible discovery, position Talos Linux and Talos Omni, and help introduce Sidero Labs' forthcoming virtualization products as they become available. Your Technical Sales Engineer will own demonstrations, architecture, and technical validation.
• Develop the ecosystem. Co-sell with resellers, systems integrators, MSPs, and other partners that can create access, add delivery capacity, or accelerate customer adoption.
• Run a disciplined process. Maintain accurate opportunity data, next steps, stage criteria, pipeline coverage, and forecasts in the CRM.
• Improve the go-to-market motion. Share competitive insights, objections, pricing feedback, product gaps, and customer proof-point needs with Product, Marketing, Engineering, and leadership.
• Travel regularly. Travel as needed, with regular trips expected for customer meetings, partner activities, events, conferences, and team gatherings. Travel will vary with territory and sales activity rather than follow a fixed percentage.

What you will bring

Required

• 5+ years of enterprise software or infrastructure sales experience, including consistent quota attainment and ownership of complex, multi-stakeholder sales cycles.
• A track record of winning net-new business with infrastructure, platform engineering, cloud, data center, or IT leadership buyers.
• Experience selling technology that customers depend on for production operations, where trust, technical validation, and risk mitigation matter as much as price and features.
• Demonstrated ability to create pipeline in a new or underdeveloped territory through direct prospecting, partner co-selling, and community or event engagement.
• Working technical fluency across enterprise virtualization, Kubernetes, Linux, and hybrid or private cloud. You can lead discovery and communicate value without trying to be the Technical Sales Engineer.
• Strong account planning, negotiation, executive communication, and cross-functional collaboration skills.
• Consistent CRM discipline and a record of accurate, evidence-based forecasting.
• Comfort operating in a fast-moving, remote environment where the playbook is still being built.
• Professional fluency in spoken and written English.

Preferred

• Experience with the VMware ecosystem- including vSphere, ESXi, vCenter, and the partners and operating models surrounding them.
• Experience selling a competitive displacement or new-category platform into an established enterprise environment.
• Familiarity with Kubernetes, cloud-native infrastructure, open source commercial models, or infrastructure automation.
• Experience working with VARs, systems integrators, MSPs, or technology alliance partners.
• Experience helping a company move from founder-led selling to a repeatable enterprise sales motion.
• Additional language fluency relevant to European markets is a plus for Europe-based hires.

Why join Sidero Labs

• Help define the enterprise sales motion for today's Kubernetes platform and new products coming soon in virtualization.
• Work directly with highly technical customers and a product and engineering organization that values field insight.
• Join a remote-first company with a strong open source community and engineering culture.
• Participate in a performance-based compensation plan and receive a benefits package.

Compensation approach

This is a performance-based sales role. Enterprise Account Executive plans are generally designed around a 50/50 mix of base and variable compensation with base pay ranging from 100k-220k USD. The final mix may vary based on geography, experience, seniority, territory, and agreed scope.