enterprise account executive - , NY, United States - Vantage

Description

About Vantage

Vantage is a cloud cost visibility and optimization platform, alternatively known as a FinOps platform. We help companies of all sizes manage their cloud infrastructure costs: everything from individual developers all the way up to multiple Fortune 500 customers. Our co-founders are industry veterans who have been former infrastructure engineers and product managers at DigitalOcean and AWS. The company is an efficient and hard working team of ~30 employees across the US with a New York City center of gravity. As we transition to the growth phase of the business, it's likely our team size will at least double into 2024.

Our current customers include Square, Aflac, Rippling, Compass, Barstool Sports, PBS, Planetscale, and Starburst.

Vantage has raised $25M in total venture capital, most recently a $21M Series A financing round in March of 2023. Our investors include outstanding, top-tier investors including Andreessen Horowitz, Scale Venture Partners, Matthew Prince (Co-Founder & CEO, Cloudflare), Calvin French Owen (Co-Founder, Segment), Ben and Moisey Uretsky (Co-Founders, DigitalOcean), Stephanie and Nat Friedman (CEO, Github), Julia Lipton, Brianne Kimmel and others.

About the Role

We are growing our recently formed sales team and we are looking for sales people with a passion for early stage startups who want to help the founding sales team accelerate adoption and experiment with new routes to market. Despite being a burgeoning sales team, we have hundreds of paying customers including multiple Fortune 500 companies.

The primary goal for Enterprise Account Executives at Vantage are to authentically understand customer needs, translate that into a structured sales process and assist the customer through the buying journey throughout the sales cycle. While Vantage has an SDR team and extremely strong inbound funnel, nothing prohibits you from continuing to prospect on your own accord.

As a high-growth startup, early employees will have opportunity for career advancement as additional GTM teams, functions, and specialties are formed over the next 12-24 months. AEs will operate in a target-rich environment with large territories and autonomy to close new business and reap the financial rewards uniquely available at this early stage.

What You Will Do:

• Contribute to and be responsible for revenue growth and achieving quarterly booking goals through closing net new logos.
• Build relationships with VP & C-Suite prospects in order to methodically qualify, build, and manage an accurate sales funnel and pipeline
• Handle existing customer expectations while expanding reach and depth into assigned territory
• Identify and close quick, small wins while managing longer, complex sales cycles
• Develop a deep comprehension of customer's business
• Negotiate favorable pricing and business terms with large commercial enterprises by selling value and ROI
• Have intuitive sense of necessary steps to close business and gain customer validation
• Identify robust set of business drivers behind all opportunities
• Build sales strategy and tactics for business development and revenue growth
• Use a solution-based approach to selling and creating value for customers
• Have genuine and authentic command of what can be a complex sales process

What We're Looking For

• Previously worked in an early-stage company and know how to navigate and be successful
• 5-8+ years closing experience (mix of field selling within mid-market and enterprise) with an emphasis on developer tools, cloud infrastructure, databases, and/or business intelligence
• Experience hitting/exceeding direct sales goals of 1M+ and operated with an average deal size of $100k+
• Able to demonstrate methodology to prospect and build pipeline on your own
• Experienced in selling into large Fortune 1000 companies with the ability to win new logos
• Experience with cloud technologies
• A bias for action - have a mentality of getting things done vs letting things happen.
• A kind person

Bonus Points

• Experience with cloud providers (AWS, GCP, Azure) and their associated buyer personas within mid-market and large enterprise customers (engineers, architects, and engineering leadership)
• Experience with a product-led sales motion
• Experience selling developer tools

Pay & Benefits

The annual US compensation range for this role is $200,000 - $300,000. For sales roles, the range provided is the role's On Target Earnings (OTE) range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. This range may be inclusive of several career levels and will be narrowed during the interview process based on a number of factors, including the candidate's experience, qualifications, and location. Additional benefits for this role may include: equity, 401(k) plan, medical, dental, and vision benefits, and education stipends.

At this time, Vantage is only set up to employ in the United States