Commercial Account Executive



Sales & Business Development
Posted on Tuesday, July 2, 2024

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, Ripple, PBS, 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 Commercial 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 opportunities 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

  • Identify and qualify leads and develop them into high-value opportunities

  • Build relationships and establish communications at the highest executive levels in your accounts to understand their needs and priorities, and to speed up and simplify the deal process

  • Focus on net-new logo acquisition via outbound activity

  • Collaborate with Engineering to identify and deploy new features to continuously increase the value of Vantage

  • Partner with sales engineers and the executive team to create relationships within all levels of key accounts

  • Manage the full sales cycle, including negotiations and procurement activities

  • Collaborate with Sales Development Representatives to drive top of funnel activity

  • Strategically prospect into Chief Technology Officers, Engineering/IT Leaders, and technical end-users

What We're Looking For

  • 3-5 years of sales experience in a highly technical, fast-paced environment preferred with an emphasis on developer tools, monitoring and observability, cloud infrastructure, databases, and/or business intelligence

  • A track record of success in driving consistent activity, pipeline development, and quota achievement

  • Experience with cloud providers/vendors and their associated buyer personas

  • A solution-based, customer-centric approach to selling and the ability to manage a complex sales process

  • Excellent presentation and listening skills, organization, and contact management capabilities

  • A hands-on approach to learning technical concepts and leading technical discussions with stakeholders of all levels

  • An independent, life-long learner that can learn Vantage’s product and the customer’s pain points and needs.

  • An experimental and customer-centric approach in adapting to the changing needs of the business

  • A kind person

Pay & Benefits

The annual US compensation range for this role is $70,000 - $200,000. 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 salary 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