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vCluster Labs is seeking an Enterprise Account Executive to drive large-scale software sales to the world's leading organizations. You will own a dedicated territory of enterprise accounts, managing the full sales lifecycle from prospecting and discovery through negotiation and close. This is a hunter role that requires both consultative selling and precision execution.
Key responsibilities include:
- Strategic Territory Management: Build and execute a comprehensive territory plan to identify new opportunities and expand existing customer footprints within your enterprise account base.
- Full-Cycle Sales Execution: Own the entire sales process from initial prospecting through deal closure, demonstrating both aggressive prospecting and methodical deal management.
- Multi-Threaded Selling: Navigate complex organizational structures to build consensus across technical stakeholders (engineers, DevOps, security practitioners) and economic buyers (CTO, CIO, CISO, CFO).
- Value Engineering: Move beyond feature-focused selling to articulate clear Business Value Assessments (BVA) that connect technical capabilities to customer revenue impact or operational efficiency gains.
- Methodical Forecasting: Maintain CRM hygiene in Salesforce using MEDDPICC or Command of the Message methodologies to provide accurate weekly, monthly, and quarterly forecasts.
vCluster Labs is a venture-backed AI infrastructure platform company (raised $28M+ from Khosla Ventures and others) headquartered in San Francisco with a distributed, remote-first team. The platform powers GPU infrastructure for AI cloud providers and enterprises, currently managing 100,000+ GPUs across 50+ AI clouds and Fortune 500 companies. The company is in hyper-growth phase with 40+ infrastructure engineers.
Requirements:
- 7+ years of quota-carrying field sales experience, with at least 3+ years selling specifically to Enterprise accounts ($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 in MEDDPICC/MEDDIC or similar frameworks for deal qualification and pipeline de-risking.
- Proven track record of top-tier performance: documented history in top 10–20% of sales cohort, with President's Club awards and consistent quota over-achievement.
- Startup experience: comfort with ambiguity and ability to build playbooks in high-growth environments (Series B to IPO phase).
Bonus qualifications:
- Domain expertise in complex SaaS/PaaS solutions, particularly DevOps, Infrastructure, Data, Observability, or Cybersecurity.
- Early-stage startup experience where you controlled your own desk and functioned autonomously.
- Successful track record building equitable partner relationships.
