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vCluster Labs is seeking an Enterprise Account Executive to drive large-scale software sales for a venture-backed AI infrastructure platform. You will own a dedicated territory of enterprise accounts, managing the full sales lifecycle from prospecting through close. The role requires strategic territory planning, multi-threaded selling across technical and executive stakeholders, and the ability to articulate clear business value assessments that connect technical capabilities to customer outcomes.
Key responsibilities include:
- Owning a dedicated patch of enterprise accounts and building comprehensive territory plans to uncover new opportunities and expand existing footprints
- Managing full-cycle sales execution from prospecting and discovery through negotiation and close
- Navigating complex organizations to build consensus across technical champions (Dev/Ops/Security practitioners) and executive economic buyers (CTO, CIO, CISO, CFO)
- Moving beyond feature/function selling to articulate clear Business Value Assessments (BVA) tied to customer top-line revenue or bottom-line efficiency
- Maintaining CRM hygiene and utilizing sales methodologies (MEDDPICC or Command of the Message) to provide accurate forecasting
vCluster Labs is the #1 platform for AI infrastructure, trusted by the world's fastest-growing AI cloud builders. The company has raised over $28M from top-tier investors including Khosla Ventures and is in hyper-growth phase. The platform powers over 100,000 GPUs and 1 million CPUs across 50+ AI clouds and Fortune 500 companies. The company is headquartered in San Francisco but operates with a remote-first, globally distributed culture.
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 ground in conversations with VP of Engineering or Chief Architect about tech stack, workflow, and pain points (coding not required)
- Mastery of sales methodology: demonstrated ability to use MEDDPICC/MEDDIC to qualify deals and de-risk pipeline
- Documented history of top 10-20% performance in cohort, including President's Club awards and consistent quota over-achievement
- Experience in high-growth environments (Series B to IPO phase), comfortable with ambiguity and building playbooks
BONUS:
- Proven track record selling complex SaaS/PaaS solutions
- Experience in DevOps, Infrastructure, Data, Observability, or Cybersecurity
- Early-stage startup experience with autonomous ownership
- Successful partnership-building track record
