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About the Role
This is a hunting role where you will own a set of strategic Internet & SaaS accounts, many of them net new to VAST. You will break into these accounts, build relationships from the engineering floor to the C-suite, and turn first meetings into large, repeatable platform deals. You will report to the District Manager - Internet & SaaS and work closely with your dedicated Sales Engineer, overlay specialists, and partner ecosystem. You will also have direct access to VAST’s founders and executive leadership to help drive your go-to-market strategy.
Responsibilities
- Build pipeline from scratch, break into strategic accounts, and consistently create and close net-new business.
- Map buying organizations, find high-value opportunities, and build executive relationships across technical and business stakeholders.
- Tie VAST’s capabilities (storage, data ingestion, analytics, vector search, streaming and AI runtime) to each customer’s data strategy and AI roadmap.
- Drive opportunities from discovery through technical validation, business case, negotiation and close, building consensus across buying committees.
- Use MEDDPICC (or similar methodology) to qualify rigorously, manage deal risk, keep pipeline clean and forecast accurately.
- Turn first wins into platform-wide adoption by finding new workloads, teams and use cases.
- Partner with Sales Engineering, Product, and channel and technology partners to speed up deals and deliver customer outcomes.
Requirements
- 7+ years of quota-carrying enterprise technology sales, with a consistent record of meeting or exceeding quota.
- Proven hunter mentality with experience opening net-new logos, building pipeline, and closing large, complex deals, ideally with Internet, SaaS or cloud-native companies.
- Experience selling data platform technologies such as databases, data warehouses, lakehouses, streaming, analytics or AI/ML platforms.
- Credibility with technical and business audiences, from platform engineers and architects to CTOs and CFOs.
- Deep fluency in MEDDPICC or a similar methodology, with a disciplined approach to qualification and forecasting.
- Strong account planning, negotiation and executive presentation skills.
- Ability to work independently and navigate ambiguity in a fast-moving, competitive environment.
- Competitive drive, strong work ethic, and genuine curiosity about AI and the evolution of enterprise data infrastructure.
Skills
- Enterprise technology sales
- Pipeline building
- Account planning
- Negotiation
- Executive presentation
- MEDDPICC
- Data platform technologies
- AI/ML platforms
Location
- Remote
Work Type
- Full-time
Experience Level
- 7+ years
Benefits
- Competitive OTE
- Meaningful equity
- Comprehensive benefits
About the Company
- VAST Data is building the AI Operating System (AI OS): a unified platform that brings together data storage, ingestion, analytics, vector search, streaming, and AI runtime to help organizations turn massive datasets into real-time intelligence.
- As AI transforms enterprise computing, VAST is helping organizations rethink the data infrastructure required to build, deploy, and scale AI.
- VAST powers some of the world’s most demanding AI and GPU environments and is one of the fastest-growing infrastructure companies in history.