Enterprise Account Executive

Enterprise Account Executive – Mid Atlantic Region 

Location: Mid Atlantic (Field-Based)
Department: Enterprise Sales
Type: Full-Time

Role Overview

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.

Scope

• 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

Responsibilities

• 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

Qualifications

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 NetApp 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:   

To all recruitment agencies: Nasuni does not accept agency resumes. Please do not forward resumes to our job boards, Nasuni employees or any other company location. Nasuni is not responsible for any fees related to unsolicited resumes.

Nasuni is an equal opportunity employer. The equal employment opportunity policy at Nasuni protects employees and job applicants from discrimination on the bases of race, religion, color, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, family medical history or genetic information, political affiliation, military service, or other non-merit based factors. These protections extend to all management practices and decisions, including recruitment and hiring practices, appraisal systems, promotions, and training and career development programs.