District Sales Manager - Enterprise Accounts

About the role

This is both a people leadership and business-building role requiring someone who has successfully built high-performing enterprise sales teams and consistently created new market opportunities within large, sophisticated organizations.

Responsibilities

• Lead and develop a team of Enterprise Account Executives responsible for strategic enterprise accounts within their respective territories.
• Recruit, hire, and coach high-performing sales talent as the business continues to grow.
• Build a culture centered on pipeline generation, opportunity creation, and disciplined execution.
• Coach Account Executives to identify whitespace opportunities, penetrate new business units, engage executive stakeholders, and create demand where no active initiative exists.
• Provide leadership and guidance across the extended account team, including Sales Engineering, Channel, Alliances, Customer Success, and Executive sponsors.
• Own forecasting, pipeline development, territory planning, and execution across the district.
• Generate sustainable revenue growth by driving new customer acquisition, expanding strategic accounts, and partnering closely with Channel Partners, Strategic Alliances, and Cloud Providers to create and win new opportunities.
• Manage complex enterprise sales cycles that align with customer buying processes.
• Build executive relationships from initial engagement through proof of concept, production deployment, and long-term account expansion.
• Develop and present executive-level business proposals that clearly demonstrate how the VAST platform enables customers to achieve their business and technology objectives.
• Build a predictable engine for new logo acquisition, whitespace expansion, and strategic workload adoption across the district.
• Partner closely with Product, Engineering, and Executive Leadership to bring market feedback into product strategy and help shape VAST's long-term growth.

Success in this role will be measured by the team's ability to consistently create, develop, and win new strategic opportunities while expanding VAST's footprint across the world's most important enterprise organizations.

Requirements

• 10+ years of enterprise technology sales experience, with significant experience selling infrastructure, AI, cloud, or data platforms.
• 2+ years leading enterprise sales teams with a consistent track record of exceeding revenue targets.
• Experience selling into large enterprise organizations and managing strategic accounts with complex buying centers.
• Demonstrated success creating pipeline, uncovering new opportunities, and driving net-new business growth within large enterprise accounts.
• Strong executive presence with the ability to engage CIOs, CTOs, Chief Data Officers, AI leaders, and other senior decision makers.
• Experience building new markets, expanding strategic accounts, or leading greenfield growth initiatives.
• Demonstrated success leading complex, multi-stakeholder enterprise sales cycles.
• Strong understanding of enterprise data architecture, AI infrastructure, storage, cloud, and high-performance computing environments.
• Experience partnering with channel partners, strategic alliances, cloud providers, and ecosystem partners is highly desirable.
• Proven ability to recruit, develop, and retain top-performing enterprise sales talent.
• Excellent forecasting, pipeline management, and operational leadership skills.