Senior Account Executive

Welcome to Zesty, a dynamic startup at the forefront of cloud optimization innovation!

Zesty’s Mission

Zesty is a startup company specializing in automated optimization solutions, aiming to help organizations reduce costs and enhance operational efficiency. The company offers a range of products designed for DevOps and FinOps teams responsible for managing cloud usage within organizations.

Position Overview

We are seeking an experienced, results-driven Senior Account Executive to join our team and lead strategic sales efforts across global enterprise accounts. The ideal candidate brings a strong track record of selling enterprise-level solutions, preferably within the IT and cloud ecosystem. In this role, you will build and maintain high-impact relationships with CIO and C-suite executives, drive new revenue opportunities, and expand our presence in key markets.

This is a high-visibility, high-impact position suited for a strategic thinker with strong technical acumen, market insight, and the ability to open doors and close complex deals.

THIS IS A HYBRID ROLE FOR 3 DAYS (TUES, WEDNESDAY & THURS) IN OUR SAN MATEO OFFICE.

Key Responsibilities:

Enterprise Sales Leadership

• Leverage 8+ years of experience selling to medium-to-large enterprises and global accounts.
• Develop and execute sales strategies that convert enterprise opportunities into measurable revenue growth.
• Break into new accounts, build executive-level relationships, and create long-term strategic value.

Market Penetration & Value Positioning

• Lead sales efforts in markets with limited existing pipeline, building awareness and establishing product-market fit.
• Craft compelling, tailored value propositions that resonate with enterprise clients’ technical and business needs.

Technical Expertise

• Utilize strong knowledge in data storage , data management , and AWS services to articulate technical value.
• Address client challenges related to cloud migration, cost optimization, and storage architecture.

Executive Relationship Building

• Leverage existing relationships and build new connections with CIO, CTO, and other CXO stakeholders.
• Establish yourself as a trusted advisor capable of understanding deep business and technical challenges.

Vertical & Domain Insights

• Apply domain expertise to identify industry-specific trends and opportunities.
• Position solutions to solve unique pain points across different verticals.

Negotiation & Deal Management

• Navigate complex, global procurement processes and lead deal negotiations from initial engagement to contract signing.
• Collaborate with internal teams (product, sales engineering, marketing, support) to deliver winning proposals and tailored solutions.

Cross-Functional Collaboration

• Partner with product and marketing teams to refine messaging and influence roadmap decisions based on client insights.
• Ensure seamless communication of client needs to internal stakeholders and support successful onboarding and long-term satisfaction.

REQUIREMENTS

• 8+ years of progressive sales experience selling to mid-market and enterprise accounts.
• Demonstrated success engaging CIO- and C-suite decision-makers.
• Proven track record breaking into new markets and generating revenue in early-stage or underpenetrated segments.
• Expertise in data storage solutions and extensive experience with AWS ecosystem & cloud technologies .
• Strong network of relationships within global IT organizations.
• Experience negotiating and closing large, complex global deals.
• Excellent communication, presentation, and interpersonal skills, with the ability to simplify complex technical concepts.
• Bachelor's degree required; MBA or advanced technical certifications preferred.
• Willingness to travel as needed.

Why is it exciting being a Zester-

At Zesty, we're a team of driven, forward-thinkers passionate about pushing the boundaries of cloud optimization. Our culture encourages creativity, curiosity, and a willingness to embrace challenges.

We care about:

• Diversity & Inclusion - Be yourself! We welcome employees from all backgrounds and have created a workplace where everyone can feel empowered.
• Transparency - Transparency: We share our success stories, failures, processes, numbers, and everything in between. If you want to know something that wasn't shared with you – just ask!
• One Team- We genuinely trust each other which enables us to act as one team working together toward the same mission. All team members are equally important
• Open Communication & Feedback -When facing challenges, we always look for fresh ideas and ways to overcome them and We embrace constructive feedback that can and should be given to anyone
• Ego is out at the door - Ego obscures and disrupts everything: the planning process, the ability to take good advice, and the ability to accept constructive feedback. We operate with a high degree of humility.