Enterprise Account Executive

About vCluster Labs

We are a venture-backed tech startup striving to be the leading force in enabling platform engineers. We raised +$30M from top-tier VCs such as Khosla Ventures (first investor in OpenAI, GitLab, Stripe, Doordash) and are in a hyper-growth phase looking for motivated people to complement our team. Our headquarters are in San Francisco (Salesforce Tower), but our team is distributed around the globe and we have a remote-first work culture.

We're the company behind vCluster, an open-source technology for virtualizing Kubernetes (+10k GitHub stars). Open source is part of our DNA.

The adoption of our commercial product based on vCluster has grown extremely fast (multi-million dollar revenue) and our customer base includes some of the biggest companies in the world, including 6 Global Fortune 500 companies as well as some of the fastest-growing tech unicorns.

As vCluster Labs’ Enterprise Account Executive, you aren’t just selling software; we are defining a category. In this role, you will be the CEO of your territory, tasked with identifying, navigating, and closing large-scale agreements with the world's leading organizations. You will be selling a technical platform that solves critical problems for Engineering, DevOps, Security, and Data leaders.

As an Enterprise Account Executive, your role will include:

• Strategic Territory Management: Own a dedicated patch of Enterprise accounts. Build a comprehensive territory plan to uncover new opportunities and expand existing footprints.

• Full-Cycle Execution: Manage the entire sales lifecycle from prospecting and discovery to negotiation and close. You are a "Hunter" who enjoys the thrill of the chase but executes with the precision of a consultant.

• Multi-Threaded Selling: Navigate complex organizations to build consensus across technical champions (Dev/Ops/Security practitioners) and executive economic buyers (CTO, CIO, CISO, CFO).

• Value Engineering: Move beyond feature/function selling. articulate a clear "Business Value Assessment" (BVA) that ties our technical capabilities to the customer's top-line revenue or bottom-line efficiency.

• Methodical Forecasting: Maintain hygiene in Salesforce/CRM. Utilize MEDDPICC or Command of the Message methodologies to provide accurate weekly, monthly, and quarterly forecasts.
  

This role could be a fit for you if you bring:

• Experience: 7+ years of quota-carrying field sales experience, with at least 3+ years selling specifically to the Enterprise ($100k - $1M+ ACV).

• Technical Aptitude: You don’t need to code, but you must be "technically fluent." You can hold your ground in a conversation with a VP of Engineering or a Chief Architect about their tech stack, workflow, and pain points.

• Methodology Master: You live and breathe sales methodology. You can clearly explain how you use MEDDPICC/MEDDIC to qualify deals and de-risk your pipeline.

• Consistency: A documented history of performing in the top 10-20% of your cohort. We want to see President’s Club awards and consistent quota over-achievement.

• Start-Up Grit: Experience working in a high-growth environment (Series B to IPO phase). You are comfortable with ambiguity and are willing to build the playbook, not just read it.
  

Bonus points for:

• Domain Expertise: A proven track record of selling complex SaaS/PaaS solutions. Experience in DevOps, Infrastructure, Data, Observability, or Cybersecurity is highly preferred.

• Startup Experience: You have been at an early-stage organization where you control your own desk. You function autonomously and strive towards building something great.

Benefits

We offer the following benefits:

• Competitive Salary: We offer a competitive compensation package, including equity.

• Platinum-Level Insurance: Health, dental, vision, and life Insurance, including plans for you and eligible dependents (benefits vary depending on country).

• Flexible Working Schedule:  You have a doctor’s appointment or need to head to the supermarket to get groceries at 2pm? We won’t have an issue with that. To us, results matter more than clocking in and out at the same time every day.

• Workplace Flexibility:  We’re very flexible about where you work. We know things can change in life and we’re happy to adjust the work environment for you along the way.

Why join a startup like vCluster Labs?

Since we are a fast-moving startup, you will not be number 14,589 in our company but rather become an essential part of our team right from the start:

• Fast Application Process: We will typically get back to you within a week. No need to polish your resume for us. Just send us some links (e.g. LinkedIn, etc.), answer a few questions about your previous experiences, and hop on a quick Zoom call with one of our team members to see if you’re a good fit. We will respond quickly and make hiring decisions within days rather than months.

• Open-Minded Work Environment: You can always speak your mind - no company politics or unnecessary formalities. We are operating in a lean, honest, and efficient way and we are looking for different perspectives, constructive feedback and creative, motivated people who want to make a difference.

• Grow With The Company: We are a small company right now but we are growing incredibly fast because we work on something that has a lot of value to engineering teams in large enterprises. Joining vCluster Labs early will give you the chance to advance much faster to the next step on the career ladder than in any larger company.

• Responsibility From Day 1: You will see right from the start that your work will immediately have an impact in our company and you can shape the future of this company together with the rest of our team. Grow with us and benefit from being part of this journey from the start.

Culture & Values

At vCluster Labs, we value and stand for:

• Technical Excellence: We are determined to build best-in-class technology and ship high-quality software because we know that our users are engineers themselves.

• Customer Obsession: We are going above and beyond to make our customers and users happy, which means striving for great usability, excellent documentation and support as well as fast response times for feature requests and bug reports.

• Impressive Speed: From user feedback to shipping a new feature to address this feedback, we usually take less than a week in most cases and our users absolutely love us for this.

• Bold Innovation: We are constantly questioning the state-of-the-art to find and address important issues in our space, even if that means abandoning any existing technologies and starting from scratch again.

• Open Source & Open Mind: We are actively contributing and maintaining open-source projects and we believe that building an open-minded team culture that respects different perspectives and welcomes constructive feedback is equally paramount to our success.

vCluster Labs provides equal opportunities for all candidates. We celebrate diversity and are committed to creating an inclusive work environment for everyone who becomes part of our team. We are also actively promoting measures to reduce bias throughout our hiring process to ensure that everyone gets the same opportunities.