Civilian Account Director

VAST Data; New York (NY); On-site; USD 150,000 - 230,000; Full time

Job summary

A fast-growing infrastructure software company in New York is seeking a sales professional with deep B2B experience, particularly within the database sector. The candidate will drive account strategies and build relationships across Federal agencies. A minimum of 8 years in sales is required, alongside strong communication skills and a knack for presenting complex solutions. The company values motivation, adaptability, and a results-driven attitude, offering a dynamic work environment.

Qualifications

• 8+ years of progressive sales experience in B2B.
• Proven success in database industry sales.
• Ability to communicate complex technical solutions.
• Experience building relationships with C‑level executives and senior decision‑makers.
• Self-driven, results-focused with a target-driven mindset.
• Excellent negotiation, presentation, and interpersonal skills.
• Proficient in CRM tools (Salesforce) and sales productivity software.
• Willingness to travel as needed.
• TS/SCI clearance preferred.

Responsibilities

• Develop long-term account strategies for Federal agencies.
• Drive business opportunities for data platforms.
• Build relationships with senior agency leaders.
• Navigate federal acquisition environments.
• Partner with systems integrators, cloud providers, and federal resellers.
• Lead executive discussions on efficiency, AI readiness, and mission outcomes.
• Manage pipeline, forecasting, and deal execution with disciplined sales operations.
• Represent VAST within the federal ecosystem at events and briefings.

Skills

B2B sales experience

Excellent communication skills

Relationship building with executives

Negotiation and presentation skills

Proficiency in CRM software

Negotiation

CRM (Salesforce)

Travel willingness

TS/SCI preferred

Tools

Salesforce

Job description

Overview

VAST Data is redefining the data platform for the AI era. As one of the fastest‑growing infrastructure software companies in history, VAST sits at the center of the AI, HPC, and data revolution reshaping government, science, and national priorities. With nearly an exabyte deployed across the public sector, VAST supports some of the largest and most demanding environments across DOE, VA, HHS, NOAA, and other Federal Civilian agencies. Our platform functions as the operating system for AI—simplifying data infrastructure while driving efficiency, scale, and performance across on‑prem, cloud, and edge environments.

Key Responsibilities

• Develop and execute long‑term account strategies across Federal Civilian agencies, aligned to mission priorities, budget cycles, and modernization initiatives.
• Drive new business and expansion opportunities for VAST’s data platform across AI, HPC, analytics, and enterprise data workloads.
• Build and maintain trusted relationships with senior agency leaders, program executives, IT leadership, and procurement stakeholders.
• Navigate complex federal acquisition environments, including FAR‑based procurements, IDIQs, GWACs, BPAs, and agency‑specific vehicles.
• Partner closely with systems integrators, cloud providers, and federal resellers to scale impact and accelerate adoption.
• Lead executive‑level discussions focused on efficiency, consolidation, AI readiness, and mission outcomes—not point products.
• Accurately manage pipeline, forecasting, and deal execution while maintaining disciplined sales operations.
• Serve as a visible representative of VAST within the federal ecosystem, including at industry events, executive briefings, and customer forums.

Requirements

• Minimum of 8 years of progressive sales experience, with a proven track record of success in B2B sales, preferably within the database industry.
• Excellent evangelism skills with the ability to effectively communicate the value proposition of complex technical solutions.
• Strong understanding of database technologies, storage systems, and data management principles.
• Demonstrated ability to build and maintain relationships with C‑level executives and senior decision‑makers.
• Highly motivated self‑starter with a results‑driven mindset and a passion for exceeding sales targets.
• Exceptional negotiation, presentation, and interpersonal skills.
• Ability to thrive in a fast‑paced, dynamic environment and adapt quickly to changing priorities.
• Proficiency in CRM software (e.g., Salesforce) and other sales productivity tools.
• Willingness to travel as needed.
• TS/SCI clearance preferred.