企业客户经理
Enterprise Account Executive
作为vCluster Labs的企业客户经理，你不仅仅是销售软件；我们正在定义一个全新的领域。在这个职位上，你将负责你所辖区域的业务，任务是识别、推进并完成与全球领先组织的大规模协议。你将销售一个技术平台，为工程、运维、安全和数据负责人解决关键问题。
作为企业客户经理，你的职责包括：
- 战略区域管理：负责专属的企业客户区域，制定全面的区域计划以发现新机会并扩展现有客户基础。
- 全流程执行：从潜在客户挖掘和需求分析到谈判和成交，全程管理销售生命周期。你是一位“猎手”，享受追逐的过程，但同时具备顾问般的精准执行力。
- 多线程销售：在复杂的组织中推进销售，建立技术拥护者（运维/安全人员）和高管经济决策者（CTO、CIO、CISO、CFO）之间的共识。
- 价值工程：超越功能销售，清晰阐述“业务价值评估”（BVA），将我们的技术能力与客户的营收增长或成本效率提升联系起来。
- 系统化预测：保持Salesforce/CRM中的数据整洁。使用MEDDPICC或Command of the Message方法，提供准确的周、月、季度预测。
如果你具备以下条件，这个职位可能适合你：
- 经验：7年以上带指标的现场销售经验，其中至少3年专注于企业客户销售（ACV 20万美元至100万美元以上）。
- 技术素养：你不需要编写代码，但必须具备“技术流利度”。你可以与工程副总裁或首席架构师就他们的技术栈、工作流程和痛点进行深入讨论。
- 方法论精通：你深谙销售方法论，能清楚解释如何使用MEDDPICC/MEDDIC来评估交易并降低管道风险。
- 稳定表现：有记录显示你在团队中排名前10%-20%。我们希望看到你获得过总裁俱乐部奖项，并且持续超额完成销售指标。
- 初创企业精神：有在高速增长环境（B轮至IPO阶段）工作的经验。你能够适应不确定性，并愿意制定销售策略，而不仅仅是阅读它。
加分项：
- 领域专长：有销售复杂SaaS/PaaS解决方案的显著业绩。
查看英文原文
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 ($200k - $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.
- Partnership Experience: Successful track record of building equitable relationships with new partners.
ABOUT VCLUSTER LABS
We're the #1 platform for AI infrastructure, trusted by the world's fastest-growing AI cloud builders. We're a venture-backed startup that's raised over $28M from top-tier investors including Khosla Ventures (first investor in OpenAI, GitLab, Stripe, and DoorDash), and we're in a hyper-growth phase looking for motivated people to join our team. Our headquarters are in San Francisco (Salesforce Tower), but our team is distributed around the globe with a remote-first culture.
We give AI Cloud providers and AI factories a hyperscaler-like experience on their own GPU infrastructure. Our platform runs the full stack an operator needs, from bare metal provisioning and node lifecycle management up through managed Kubernetes, Slurm, Ray, and inference clusters, so they can turn raw GPUs into cluster products they can sell in days instead of spending 12+ months building it themselves. Today we power over 100,000 GPUs and 1 million CPUs across 50+ AI clouds and Fortune 500 companies, backed by a team of 40+ infrastructure engineers who build alongside our customers rather than just shipping them software.
We're the company behind vCluster, the open source technology for tenant isolation on Kubernetes, with 11,000+ GitHub stars and 40M+ tenant clusters created since 2021. Open source is part of our DNA. At KubeCon North America 2025, we launched our Infrastructure Tenancy Platform for AI, a Kubernetes-native framework built for running AI, ML, and GPU-intensive workloads anywhere, with an NVIDIA-validated reference architecture for DGX systems.
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.
CULTURE & VALUES
At vCluster Labs, we value and stand for:
1. Make it Happen: We have a relentless bias for action and the grit to push through obstacles. We do whatever it takes to figure it out, put in the work, and ruthlessly prioritize the actions that drive measurable impact for the business.
2. Own the Outcome: We understand that our responsibility doesn't end when a task is checked off; it ends when the value is delivered. We connect our daily individual actions to the broader success of the company and our customers.
3. Create Wow: We measure success by the experience we generate, both inside and outside the company. For our customers, this means impressive speed and intuitive experiences. For our team, this means going the extra mile to support one another and to continuously drive each other to new heights.
4. Open Source, Open Mind: We are actively contributing to and maintaining open-source projects. Internally, we foster meritocracy — the strongest ideas win, no matter who or where they come from.
5. Build Tomorrow’s Standards, Intentionally: We don't just ship software; we define the state-of-the-art of tomorrow. We are fearless in tearing down old approaches to build something better, but we are disciplined in how we do it because we know our users rely on our technology to run mission-critical infrastructure platforms.