7+ years of quota-carrying enterprise technology sales experience
Proven track record of opening net-new logos and closing complex deals
Experience with data platform technologies like databases and AI/ML platforms
Ability to engage with both technical and business stakeholders
Fluency in MEDDPICC or similar sales methodologies
Strong skills in account planning and executive presentations
Ability to work independently in a fast-paced environment
Responsibilities
Hunt and win new logos by building a pipeline from scratch
Develop strategic account plans to identify high-value opportunities
Sell VAST's AI capabilities aligned with customer data strategies
Lead complex sales cycles from discovery to close
Utilize MEDDPICC to manage deal risk and maintain pipeline accuracy
Expand initial wins into broader platform adoption
Collaborate with Sales Engineering and partners to accelerate deal closure
Benefits
Opportunity to shape a strategic vertical in a fast-growing company
Sell a differentiated AI platform to leading technology firms
Direct access to company founders and executive leadership
Competitive OTE, meaningful equity, and comprehensive benefits
Full Job Description
Description
VAST Data is looking for Strategic Account Executives to join our growing team focused on our fast growing Internet & SaaS vertical!
The Role
This is a hunting role. You'll own a set of strategic Internet & SaaS accounts, many of them net new to VAST. You'll break in, build relationships from the engineering floor to the C-suite, and turn first meetings into large, repeatable platform deals. You'll report to the District Manager - Internet & SaaS, and work closely with your dedicated Sales Engineer, overlay specialists and partner ecosystem. You'll also have direct access to VAST's founders and executive leadership to help drive your go-to-market strategy.
What You'll Do
Hunt and win new logos: Build pipeline from scratch, break into strategic accounts, and consistently create and close net-new business.
Build strategic account plans: Map buying organizations, find high-value opportunities, and build executive relationships across technical and business stakeholders.
Sell the AI OS: Tie VAST's capabilities (storage, data ingestion, analytics, vector search, streaming and AI runtime) to each customer's data strategy and AI roadmap.
Lead complex sales cycles: Drive opportunities from discovery through technical validation, business case, negotiation and close, building consensus across buying committees.
Own the number: Use MEDDPICC (or similar methodology) to qualify rigorously, manage deal risk, keep pipeline clean and forecast accurately.
Land and expand: Turn first wins into platform-wide adoption by finding new workloads, teams and use cases.
Orchestrate the ecosystem: Partner with Sales Engineering, Product, and channel and technology partners to speed up deals and deliver customer outcomes.
Requirements
What You Bring
7+ years of quota-carrying enterprise technology sales, with a consistent record of meeting or exceeding quota.
A proven hunter mentality: you've opened net-new logos, built your own pipeline and closed 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.
The ability to work independently and navigate ambiguity in a fast-moving, competitive environment,
A competitive drive, strong work ethic, and genuine curiosity about AI and the evolution of enterprise data infrastructure.
Why VAST Data?
Build something early: Help shape and grow a strategic vertical at one of the fastest-growing infrastructure companies in history.
Sell what's next: Bring a differentiated AI platform to the world's most demanding technology companies.
Direct access to leadership: Work alongside VAST's founders and executive team on your biggest deals.
Share in the upside: Competitive OTE, meaningful equity and comprehensive benefits.
About VAST Data
VAST Data is a data storage company that provides an all-flash storage platform for big data and artificial intelligence workloads. The platform enables businesses to store and analyze large amounts of data in real-time, and provides high performance and scalability. VAST Data was founded in 2016 and is headquartered in New York City.
