Note: The job is a remote job and is open to candidates in USA. vCluster Labs is hiring an Enterprise Account Executive to sell its technical platform to large organizations. The role owns enterprise territory planning and the full sales cycle, builds consensus among technical and executive stakeholders, communicates business value, and maintains accurate forecasts.
Responsibilities
- Strategic Territory Management: Own a dedicated patch of Enterprise accounts. Build a comprehensive territory plan to uncover new opportunities and expand existing footprints
- Full-Cycle Execution: Manage the entire sales lifecycle from prospecting and discovery to negotiation and close. You are a "Hunter" who enjoys the thrill of the chase but executes with the precision of a consultant
- Multi-Threaded Selling: Navigate complex organizations to build consensus across technical champions (Dev/Ops/Security practitioners) and executive economic buyers (CTO, CIO, CISO, CFO)
- Value Engineering: Move beyond feature/function selling. articulate a clear "Business Value Assessment" (BVA) that ties our technical capabilities to the customer's top-line revenue or bottom-line efficiency
- Methodical Forecasting: Maintain hygiene in Salesforce/CRM. Utilize MEDDPICC or Command of the Message methodologies to provide accurate weekly, monthly, and quarterly forecasts
Skills
- 7+ years of quota-carrying field sales experience, with at least 3+ years selling specifically to the Enterprise ($200k - $1M+ ACV)
- You don't need to code, but you must be "technically fluent." You can hold your ground in a conversation with a VP of Engineering or a Chief Architect about their tech stack, workflow, and pain points
- You live and breathe sales methodology. You can clearly explain how you use MEDDPICC/MEDDIC to qualify deals and de-risk your pipeline
- A documented history of performing in the top 10-20% of your cohort
- Experience working in a high-growth environment (Series B to IPO phase)
- A proven track record of selling complex SaaS/PaaS solutions
- Experience in DevOps, Infrastructure, Data, Observability, or Cybersecurity is highly preferred
- You have been at an early-stage organization where you control your own desk
- You function autonomously and strive towards building something great
- Successful track record of building equitable relationships with new partners
Benefits
- Equity
- Commission
- Health, dental, vision, and life insurance plans for you and eligible dependents (benefits vary depending on country).
- Flexible working schedule; results matter more than clocking in and out at the same time every day.
- Flexibility about where you work, with the work environment adjusted as things change in life.
Company Overview