Enterprise Account Executive

Illumination Systems Arizona

. Own the New York territory and full sales cycle from account prioritization and direct outreach through discovery, technical validation, quantified business value, executive alignment, negotiation, and close .

Posted 10/13/2026full-timeRemote • New York • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing the full sales cycle within the New York territory, focusing on enterprise quota attainment, technical validation, and building executive relationships. Proven ability to drive complex negotiations and develop business cases that motivate buyers across various technical environments including storage, AI/ML, and analytics.

Highest-signal resume keywords

Enterprise Quota AttainmentTechnical ValidationValue SellingAccount PlanningCo-Sell Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementTechnical SellingNegotiationBusiness Case DevelopmentMetrics-Based OutreachPipeline CreationComplex Deal ClosingAccount PrioritizationForecastingCompetitive Displacement

Soft Skills

Entrepreneurial OwnershipCollaborationRelationship Building

Tools & Technologies

CRM SystemsS3 EcosystemData InfrastructureLakehouseAI/MLAnalyticsHPC

Industry Keywords

Enterprise SalesQuota-Carrying ExperienceTechnical Enterprise DealsLegacy Storage DisplacementMulti-Stakeholder Buying Committees

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Own the New York territory and full sales cycle from account prioritization and direct outreach through discovery, technical validation, quantified business value, executive alignment, negotiation, and close
Build new franchise accounts through complex enterprise opportunities and expansion across workloads, business units, and regions
Manage inherited accounts with upsell and cross-sell potential
Lead technical and vision selling across storage, data infrastructure, lakehouse, AI/ML, analytics, and HPC environments
Control POCs and POVs with clear success criteria
Build business cases that motivate buyers to act
Compete against legacy storage vendors, cloud alternatives, direct competitors, and the status quo
Build champions and executive relationships across security, procurement, finance, and multi-stakeholder buying committees
Orchestrate Solutions Engineering, product, executive, and partner resources through close and expansion
Maintain disciplined account plans, current CRM records, realistic close dates, and evidence-based forecasts

Requirements

What you’ll need

7+ years of direct enterprise quota-carrying experience preferred
Sustained record of enterprise quota attainment and personally led new-logo wins
Experience closing multiple technical enterprise deals and carrying a $1.5M+ quota (or comparable responsibility)
Experience as one of the first one to three sellers building a region, segment, or new-market account focus at an early-stage or category-building company
Technical credibility in storage, object storage/S3, data infrastructure, data lake/lakehouse, AI/ML, analytics, HPC, or adjacent platforms
A repeatable, metrics-based approach to direct outreach, territory building, and pipeline creation including effective partner co-selling
Skill in technical validation, value selling, competitive displacement, executive access, and complex negotiation
Entrepreneurial ownership combined with disciplined forecasting, account planning, and collaboration
Direct object-storage and S3 ecosystem experience
AI/ML, lakehouse, analytics, or HPC workload experience
Co-sell experience with cloud, channel, OEM, or alliance partners
Experience displacing legacy storage or incumbent infrastructure vendors

Benefits

Comp & perks

Health Care Plan (Medical, Dental & Vision)
401K with 3% Contribution
Pre-IPO Stock Options
At least 12 Public Holidays
Flexible Time Off