Enterprise Account Executive

Scope

• Own an enterprise territory with a ~$1.5M ARR quota
• Manage the full sales cycle from prospecting through expansion
• Operate in a partner-influenced model, with roughly 50% of pipeline influenced by AWS, Microsoft, and VAR partners
• Lead multi-threaded sales cycles involving 5–10+ stakeholders across IT, infrastructure, and business teams
• Balance day-to-day execution with territory and account planning
• Collaborate cross-functionally with Sales Engineering, Channel, Marketing, and Customer Success

Responsibilities

• Generate and close new business across enterprise accounts in the territory
• Build and maintain qualified pipeline through outbound prospecting, partner co-selling, and marketing-generated opportunities
• Lead complex sales cycles by identifying customer challenges such as ransomware, cost, performance, and AI readiness, and aligning solutions to business outcomes
• Develop account strategies to land new customers and expand existing accounts
• Partner closely with hyperscalers, channel partners, and VARs
• Drive deal execution across stakeholder management, procurement, and negotiations
• Accurately forecast pipeline and revenue
• Use AI-enabled tools to improve pipeline quality, deal velocity, and account research

Qualifications

Must-Have

• 7–12 years of B2B sales experience
• 4+ years closing enterprise deals with 5+ stakeholders and average deal sizes of $100K+ ACV
• Consistent success against $1M+ ARR quotas
• Experience selling cloud infrastructure, storage, data platforms, backup/DR, or similar technologies
• Proven ability to generate pipeline through outbound and partner channels
• Experience managing complex sales cycles of 6+ months
• Strong ability to communicate ROI and business value

Preferred

• Experience in partner-led or partner-influenced sales environments
• Background competing against legacy storage vendors such as NetApp or Dell EMC
• Familiarity with ransomware recovery, file systems, or unstructured data environments
• Experience with structured sales methodologies such as MEDDPICC
• Experience using AI tools for prospecting, deal strategy, or forecasting

Ideal

• Track record of closing $250K–$1M+ ACV deals
• Experience co-selling with AWS, Azure, or GCP field teams
• Success building or scaling a territory with limited existing pipeline
• Proven land-and-expand success in enterprise accounts
• Clear examples of using AI tools to improve conversion and deal velocity

Experience Guidelines

• 7–12 years total B2B sales experience
• 4–8 years in complex, quota-carrying enterprise sales roles
• Experience managing 6–12 month, multi-stakeholder sales cycles
• Background in cloud, infrastructure, data, or storage-related solutions

Benefits

• Best in class employee onboarding and training
• "Take What You Need” paid time off policy
• Comprehensive health, dental and vision plans
• Company-paid life and disability insurance
• 401(k) and Roth IRA retirement plan
• Generous employee referral bonuses
• Flexible remote work policy
• 10 Paid Holidays
• Wide array of wellbeing offerings
• Pre-tax savings accounts with company contributions
• Great team culture and social activities
• Collaborative workspaces
• Free on-site fitness centers and stocked kitchens in select office locations
• Professional development resources