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vCluster Labs is seeking an Enterprise Account Executive to drive large-scale software sales for their AI infrastructure platform. As the CEO of your territory, you will own a dedicated patch of enterprise accounts, managing the full sales lifecycle from prospecting and discovery through negotiation and close. You will navigate complex organizations to build consensus across technical champions (DevOps, Security, Engineering practitioners) and executive economic buyers (CTO, CIO, CISO, CFO).
Key responsibilities include:
- Strategic Territory Management: Build comprehensive territory plans to uncover new opportunities and expand existing customer footprints
- Full-Cycle Execution: Manage end-to-end sales processes with a hunter mentality and consultant-level precision
- Multi-Threaded Selling: Navigate complex buying committees across technical and executive stakeholders
- Value Engineering: Articulate clear Business Value Assessments (BVA) that tie technical capabilities to customer revenue impact or operational efficiency
- Methodical Forecasting: Maintain CRM hygiene using MEDDPICC or Command of the Message methodologies for accurate forecasting
vCluster Labs is a venture-backed startup (raised $28M+ from Khosla Ventures and others) in hyper-growth phase. The company provides AI infrastructure platform solutions trusted by the world's fastest-growing AI cloud builders, powering over 100,000 GPUs and 1 million CPUs across 50+ AI clouds and Fortune 500 companies. Headquarters in San Francisco with a distributed, remote-first team.
REQUIREMENTS:
- 7+ years of quota-carrying field sales experience, with at least 3+ years selling specifically to Enterprise segment ($200k - $1M+ ACV)
- Technical fluency: ability to hold substantive conversations with VPs of Engineering and Chief Architects about tech stacks, workflows, and pain points (coding not required)
- Mastery of sales methodology: demonstrated expertise with MEDDPICC/MEDDIC or similar frameworks for deal qualification and pipeline de-risking
- Proven track record: documented history of top 10-20% performance in cohort, with President's Club awards and consistent quota over-achievement
- Startup experience: comfort with ambiguity and high-growth environments (Series B to IPO phase); ability to build playbooks, not just execute them
BONUS QUALIFICATIONS:
- Domain expertise in complex SaaS/PaaS solutions, DevOps, Infrastructure, Data, Observability, or Cybersecurity
- Early-stage startup experience with autonomous ownership and self-direction
- Successful track record building equitable partner relationships
