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About the Role
Lead and grow a team of hard-driving sales executives focused on breaking into and expanding key enterprise accounts. This role is pivotal in driving net-new growth, expanding VAST's platform into new business units and workloads, and establishing long-term executive relationships within strategic accounts.
Responsibilities
- Lead and develop a team of Enterprise Account Executives responsible for strategic enterprise accounts.
- Recruit, hire, and coach high-performing sales talent.
- Build a culture centered on pipeline generation, opportunity creation, and disciplined execution.
- Coach Account Executives to identify whitespace opportunities, penetrate new business units, and engage executive stakeholders.
- Provide leadership and guidance across the extended account team, including Sales Engineering, Channel, Alliances, Customer Success, and Executive sponsors.
- Own forecasting, pipeline development, territory planning, and execution across the district.
- Generate sustainable revenue growth by driving new customer acquisition and expanding strategic accounts.
- Partner closely with Channel Partners, Strategic Alliances, and Cloud Providers to create and win new opportunities.
- Manage complex enterprise sales cycles that align with customer buying processes.
- Build executive relationships from initial engagement through proof of concept, production deployment, and long-term account expansion.
- Develop and present executive-level business proposals demonstrating how the VAST platform enables customers to achieve their business and technology objectives.
- Build a predictable engine for new logo acquisition, whitespace expansion, and strategic workload adoption.
- Partner closely with Product, Engineering, and Executive Leadership to bring market feedback into product strategy.
- Measure team's ability to consistently create, develop, and win new strategic opportunities while expanding VAST's footprint.
Requirements
- 10+ years of enterprise technology sales experience, with significant experience selling infrastructure, AI, cloud, or data platforms.
- 2+ years leading enterprise sales teams with a consistent track record of exceeding revenue targets.
- Experience selling into large enterprise organizations and managing strategic accounts with complex buying centers.
- Demonstrated success creating pipeline, uncovering new opportunities, and driving net-new business growth within large enterprise accounts.
- Strong executive presence with the ability to engage CIOs, CTOs, Chief Data Officers, AI leaders, and other senior decision makers.
- Experience building new markets, expanding strategic accounts, or leading greenfield growth initiatives.
- Demonstrated success leading complex, multi-stakeholder enterprise sales cycles.
- Strong understanding of enterprise data architecture, AI infrastructure, storage, cloud, and high-performance computing environments.
- Experience partnering with channel partners, strategic alliances, cloud providers, and ecosystem partners is highly desirable.
- Proven ability to recruit, develop, and retain top-performing enterprise sales talent.
- Excellent forecasting, pipeline management, and operational leadership skills.
Experience Level
- 10+ years of enterprise technology sales experience
- 2+ years leading enterprise sales teams
About the Company
- VAST Data is the AI Operating System for the modern enterprise, bringing together storage, database, virtualization, and AI services into a single unified platform.
- The world's most innovative organizations rely on VAST to power AI factories, real-time analytics, and mission-critical applications at exabyte scale.