Enterprise Account Executive

Enterprise Account Executive

Nasuni is seeking an Enterprise Account Executive to drive new logo acquisition and expansion across a defined Mid Atlantic territory. This role is ideal for a high-performing seller who excels in complex enterprise sales, builds pipeline proactively, closes six-figure deals, and works effectively within a partner-driven ecosystem.

You will sell a cloud-native platform that modernizes legacy file storage infrastructure, helping enterprises improve resilience, reduce costs, and enable AI-ready data environments.

This role is best suited for sellers who:

• Thrive in technical, infrastructure-focused sales
• Can generate pipeline independently while leveraging partners
• Own full-cycle execution and consistently achieve quota

It is not a fit for candidates who depend primarily on inbound leads or have only sold transactional or mid-market deals.

Own an enterprise territory with a ~$1.5M ARR quota

Manage the full sales cycle from prospecting through expansion

Operate in a partner-influenced model, with roughly 50% of pipeline influenced by AWS, Microsoft, and VAR partners

Lead multi-threaded sales cycles involving 5–10+ stakeholders across IT, infrastructure, and business teams

Balance day-to-day execution with territory and account planning

Collaborate cross-functionally with Sales Engineering, Channel, Marketing, and Customer Success

Generate and close new business across enterprise accounts in the territory

Build and maintain qualified pipeline through outbound prospecting, partner co-selling, and marketing-generated opportunities

Lead complex sales cycles by identifying customer challenges such as ransomware, cost, performance, and AI readiness, and aligning solutions to business outcomes

Develop account strategies to land new customers and expand existing accounts

Partner closely with hyperscalers, channel partners, and VARs

Drive deal execution across stakeholder management, procurement, and negotiations

Accurately forecast pipeline and revenue

Use AI-enabled tools to improve pipeline quality, deal velocity, and account research

Must-have:

• 7–12 years of B2B sales experience
• 4+ years closing enterprise deals with 5+ stakeholders and average deal sizes of $100K+ ACV
• Consistent success against $1M+ ARR quotas
• Experience selling cloud infrastructure, storage, data platforms, backup/DR, or similar technologies
• Proven ability to generate pipeline through outbound and partner channels
• Experience managing complex sales cycles of 6+ months
• Strong ability to communicate ROI and business value

Preferred:

• Experience in partner-led or partner-influenced sales environments
• Background competing against legacy storage vendors such as Net App or Dell EMC
• Familiarity with ransomware recovery, file systems, or unstructured data environments
• Experience with structured sales methodologies such as MEDDPICC
• Experience using AI tools for prospecting, deal strategy, or forecasting

Ideal:

• Track record of closing $250K–$1M+ ACV deals
• Experience co-selling with AWS, Azure, or GCP field teams
• Success building or scaling a territory with limited existing pipeline
• Proven land-and-expand success in enterprise accounts
• Clear examples of using AI tools to improve conversion and deal velocity

Experience guidelines:

• 7–12 years total B2B sales experience
• 4–8 years in complex, quota-carrying enterprise sales roles
• Experience managing 6–12 month, multi-stakeholder sales cycles
• Background in cloud, infrastructure, data, or storage-related solutions

Why work at Nasuni?

As part of our commitment to your well-being, we are pleased to offer comprehensive benefits packages to employees across the US. Benefits packages generally include:

• Best in class employee onboarding and training
• "Take What You Need" paid time off policy
• Comprehensive health, dental and vision plans
• Company-paid life and disability insurance
• 401(k) and Roth IRA retirement plan
• Generous employee referral bonuses
• Flexible remote work policy
• 10 Paid Holidays
• Wide array of wellbeing offerings
• Pre-tax savings accounts with company contributions
• Great team culture and social activities
• Collaborative work spaces
• Free on-site fitness centers and stocked kitchens in select office locations
• Professional…