Enterprise Account Executive

vCluster LabsvCluster Labs·Remote(Germany, United States)
Sales
SalesforceAdjust

WFA Digital Insight

The demand for skilled enterprise account executives has surged, with the global cloud computing market expected to reach

.6 trillion by 2027. As companies navigate complex digital transformations, professionals with expertise in Salesforce and Adjust are in high demand. vCluster Labs, a pioneering Kubernetes virtualization platform, is seeking an experienced Enterprise Account Executive to drive growth and expansion. With the company's remote-first work culture, this role offers the opportunity to work with a distributed team and contribute to the company's hyper-growth phase. Before applying, candidates should be aware of the company's emphasis on technical aptitude, sales methodology, and start-up grit.

Job Description

About the Role

As an Enterprise Account Executive at vCluster Labs, you will be responsible for identifying, navigating, and closing large-scale agreements with leading organizations. You will be selling a technical platform that solves critical problems for Engineering, DevOps, Security, and Data leaders. Your role will include strategic territory management, full-cycle execution, and multi-threaded selling.

The company is pioneering Kubernetes virtualization for the AI era, and as an Enterprise Account Executive, you will be at the forefront of this innovation. You will be working with a distributed team and contributing to the company's hyper-growth phase.

What You Will Do

  • Own a dedicated patch of Enterprise accounts and build a comprehensive territory plan to uncover new opportunities and expand existing footprints
  • Manage the entire sales lifecycle from prospecting and discovery to negotiation and close
  • Navigate complex organizations to build consensus across technical champions and executive economic buyers
  • Move beyond feature/function selling and articulate a clear Business Value Assessment that ties the company's technical capabilities to the customer's top-line revenue or bottom-line efficiency
  • Maintain hygiene in Salesforce/CRM and utilize MEDDPICC or Command of the Message methodologies to provide accurate weekly, monthly, and quarterly forecasts
  • Develop and execute a sales strategy that aligns with the company's goals and objectives
  • Collaborate with cross-functional teams, including marketing, product, and customer success
  • Stay up-to-date with industry trends and competitor activity
  • Provide feedback and insights to the sales team and leadership

What We Are Looking For

  • 7+ years of quota-carrying field sales experience, with at least 3+ years selling specifically to the Enterprise ($200k -
    M+ ACV)
  • Technical aptitude, with the ability to hold your ground in a conversation with a VP of Engineering or a Chief Architect about their tech stack, workflow, and pain points
  • Experience with sales methodology, including MEDDPICC/MEDDIC
  • Consistency in performing in the top 10-20% of your cohort, with a documented history of quota over-achievement
  • Experience working in a high-growth environment (Series B to IPO phase)
  • Ability to work in a remote-first work culture and function autonomously

Nice to Have

  • Domain expertise in selling complex SaaS/PaaS solutions
  • Experience in DevOps, Infrastructure, Data, Observability, or Cybersecurity
  • Startup experience, with a track record of building something great
  • Partnership experience, with a successful track record of building equitable relationships with new partners

Benefits and Perks

  • Competitive compensation package
  • Equity in a venture-backed tech startup
  • Opportunities for professional growth and development
  • Remote-first work culture, with flexibility to work from anywhere
  • Comprehensive health insurance and benefits package
  • Generous PTO policy, with paid holidays and vacation time
  • Access to cutting-edge technology and tools
  • Collaborative and dynamic work environment

How to Stand Out

  • Develop a strong understanding of the company's technical platform and its applications in the Enterprise space
  • Highlight your experience with sales methodology, including MEDDPICC/MEDDIC, and be prepared to provide specific examples of how you've utilized these methodologies in previous roles
  • Showcase your technical aptitude, including your ability to converse with technical champions and executive economic buyers
  • Emphasize your ability to work in a remote-first work culture and function autonomously, with a strong track record of self-motivation and discipline
  • Prepare to discuss your experience with Salesforce and Adjust, and how you've utilized these tools to drive sales and revenue growth
  • Be prepared to provide specific examples of your accomplishments and successes in previous roles, including any relevant metrics or data that demonstrate your impact

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