Mid-Market Account Executive at Vantage

Job description

ABOUT VANTAGE Vantage is the FinOps platform built for modern engineering teams, trusted by thousands of organizations including Block, Canva, Decagon, Temporal, and CircleCI, to manage and optimize infrastructure costs across hyperscalers, cloud providers, and foundational models. We're passionate about building a cloud cost transparency platform that helps enable everyone, from developers to enterprises, analyze, report, collaborate on, and optimize their cloud spend. Together we are a high-output team of ~55 employees based in New York City with a remote-friendly culture. Backed by $25M from Andreessen Horowitz and Scale Venture Partners, and prominent industry veterans: Matthew Prince (Co-Founder, 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 seeking a proactive, highly driven Account Executive with a passion for early-stage startup growth. In this role, you manage inbound interest and take complete ownership of your territory as a true builder and self-sourcer. If you excel at identifying high-value target accounts, prospecting into VP and C-Suite leaders, and systematically generating your own pipeline from scratch, you will thrive here. This is a great chance to join an early sales team at a company with real product-market fit. You'll be closing real deals, with a focus on Mid-Market accounts, while helping shape the sales motion, the pitch, and the culture of a team that will grow significantly over the next 12–24 months. You won't be fighting over scraps. AEs at Vantage operate with large territories. The financial upside (salary, uncapped commission, and equity) reflects the early-stage opportunity this is. WHAT YOU WILL DO - Systematically research, identify, and prospect key decision-makers across target accounts using creative outbound strategies, cold outreach, and multi-channel sequencing to maintain a high-volume, healthy sales pipeline - Own the full sales cycle from discovery through close for mid-market accounts - Run structured, consultative discovery to understand how prospects think about cloud costs and map Vantage's capabilities to their specific pain - Partner with Solutions Engineering and Customer Success to deliver compelling demos and smooth handoffs - Proactively sourcing new opportunities without your territory - Contribute to playbook development; you'll be one of the first AEs, and what you learn will shape how the team operates - Provide market feedback to Product and Marketing based on what you're hearing in the field WHAT WE'RE LOOKING FOR - 3–6 years of B2B SaaS sales experience, ideally in developer tools, infrastructure, or fintech - Track record of hitting or exceeding quota in a closing role - Comfort selling to a dual persona: engineers who care about product quality and finance/ops leaders who care about ROI - Strong discovery instincts: you ask good questions and know how to surface real pain, not just surface-level interest - Startup mentality: you thrive with autonomy, don't wait for a perfect playbook, and treat ambiguity as opportunity - Curiosity about cloud infrastructure - A kind person BONUS POINTS - Experience selling to FinOps, platform engineering, or cloud infrastructure teams - Familiarity with tools like AWS Cost Explorer, Datadog, Snowflake, or Kubernetes - Prior experience at a company that went from early-stage to scale At this time, Vantage is only set up to employ in the United States

Requirements

Must-haves

Systematically research, identify, and prospect key decision-makers across target accounts using creative outbound strategies, cold outreach, and multi-channel sequencing to maintain a high-volume, healthy sales pipeline
Own the full sales cycle from discovery through close for mid-market accounts
Run structured, consultative discovery to understand how prospects think about cloud costs and map Vantage's capabilities to their specific pain
Partner with Solutions Engineering and Customer Success to deliver compelling demos and smooth handoffs
Proactively sourcing new opportunities without your territory
Contribute to playbook development; you'll be one of the first AEs, and what you learn will shape how the team operates
Provide market feedback to Product and Marketing based on what you're hearing in the field
3–6 years of B2B SaaS sales experience, ideally in developer tools, infrastructure, or fintech
Track record of hitting or exceeding quota in a closing role
Comfort selling to a dual persona: engineers who care about product quality and finance/ops leaders who care about ROI
Strong discovery instincts: you ask good questions and know how to surface real pain, not just surface-level interest
Startup mentality: you thrive with autonomy, don't wait for a perfect playbook, and treat ambiguity as opportunity
Curiosity about cloud infrastructure
A kind person

Nice-to-haves

Experience selling to FinOps, platform engineering, or cloud infrastructure teams
Familiarity with tools like AWS Cost Explorer, Datadog, Snowflake, or Kubernetes
Prior experience at a company that went from early-stage to scale
At this time, Vantage is only set up to employ in the United States

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Use the role’s language and application details while tailoring your materials.

Keywords to mirror

awskubernetes

Platform: ashby
Effort: quick

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