Mid-Market Account Executive

Speedrun Talent Network; New York (NY); Hybrid; USD 90,000 - 150,000; Full time

Job summary

Vantage, a FinOps platform based in New York, is seeking an Account Executive to own a territory and build a pipeline from scratch. You will close Mid‑Market deals, influence the sales motion, and help shape a high‑growth team at an early stage.

You will prospect, qualify, and close by articulating cloud-cost value, ROI, and product fit, while partnering with Solutions Engineering and Customer Success for compelling demos. This role offers uncapped commission and equity potential.

Qualifications

• 3–6 years of B2B SaaS sales experience, ideally in developer tools, infrastructure, or fintech
• Track record of hitting or exceeding quota in a closing role
• Comfort selling to a dual persona: engineers and finance/ops leaders
• Startup mentality: autonomy, embraces ambiguity as opportunity
• Curiosity about cloud infrastructure and cost optimization tools

Responsibilities

• Research, identify, and prospect key decision-makers across target accounts using multi-channel outreach
• Own the full sales cycle from discovery to close for mid-market accounts
• Conduct structured discovery to map cloud-cost pain to Vantage capabilities
• Partner with Solutions Engineering and Customer Success for demos and smooth handoffs
• Proactively source new opportunities within the territory
• Contribute to playbooks and help shape the sales motion
• Provide market feedback to Product and Marketing based on field insights

Skills

B2B SaaS sales

Quota attainment

Discovery skills

Startup mindset

Curiosity about cloud infra

Tools

AWS Cost Explorer

Datadog

Snowflake

Kubernetes

Job description

About Vantage

Vantage is the FinOps platform built for modern engineering teams, trusted by thousands of organizations including Block, Canva, 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 ~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 seeking a proactive, highly driven Account Executive with a passion for early-stage startup growth. In this role, you manage inbound interest and take complete ownership of your territory as a true builder and self-sourcer. If you excel at identifying high-value target accounts, prospecting into VP and C‑Suite leaders, and systematically generating your own pipeline from scratch, you will thrive here.

This is a great chance to join an early sales team at a company with real product‑market fit. You'll be closing real deals, with a focus on Mid‑Market accounts, while helping shape the sales motion, the pitch, and the culture of a team that will grow significantly over the next 12-24 months. You won't be fighting over scraps. AEs at Vantage operate with large territories. The financial upside (salary, uncapped commission, and equity) reflects the early-stage opportunity this is.

What You Will Do

• Systematically research, identify, and prospect key decision-makers across target accounts using creative outbound strategies, cold outreach, and multi‑channel sequencing to maintain a high-volume, healthy sales pipeline

• Own the full sales cycle from discovery through close for mid‑market accounts

• Run structured, consultative discovery to understand how prospects think about cloud costs and map Vantage's capabilities to their specific pain

• Partner with Solutions Engineering and Customer Success to deliver compelling demos and smooth handoffs

• Proactively sourcing new opportunities without your territory

• Contribute to playbook development; you'll be one of the first AEs, and what you learn will shape how the team operates

• Provide market feedback to Product and Marketing based on what you're hearing in the field

What We're Looking For

• 3-6 years of B2B SaaS sales experience, ideally in developer tools, infrastructure, or fintech

• Track record of hitting or exceeding quota in a closing role

• Comfort selling to a dual persona: engineers who care about product quality and finance/ops leaders who care about ROI

• Strong discovery instincts: you ask good questions and know how to surface real pain, not just surface-level interest

• Startup mentality: you thrive with autonomy, don't wait for a perfect playbook, and treat ambiguity as opportunity

• Curiosity about cloud infrastructure

• A kind person

Bonus Points

• Experience selling to FinOps, platform engineering, or cloud infrastructure teams

• Familiarity with tools like AWS Cost Explorer, Datadog, Snowflake, or Kubernetes

• Prior experience at a company that went from early‑stage to scale

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