[Remote] Enterprise Account Executive: Strategic Accounts - Remote (East Region)

Note: The job is a remote job and is open to candidates in USA. Mirantis is seeking an Enterprise Account Executive to manage and grow strategic Tier 1 enterprise accounts across the East region of North America, while pursuing select new-logo opportunities. The role owns the full sales cycle and helps large enterprises modernize Kubernetes and cloud-native platforms for evolving infrastructure needs, including AI workloads.

Responsibilities

• Own and execute a territory strategy for the East Region, focused on expanding Tier 1 enterprise accounts and selectively landing new strategic logos
• Build and maintain strong executive relationships up to C-level across key accounts
• Drive account expansion through platform modernisation initiatives, including consolidation, cost optimisation, and displacement of legacy platforms (e.g. VMware)
• Position Mirantis as a partner to prepare enterprise platforms for future AI infrastructure requirements
• Develop and execute multi-year account plans aligned to large-scale customer transformation programmes
• Identify, shape, and convert strategic opportunities within existing accounts and priority verticals (Financial services, telco, large enterprise)
• Lead complex, multi-threaded sales cycles from discovery through negotiation and close, including commercial structuring and SOW definition
• Collaborate with Sales Engineering, Product, and Customer Success to shape solutions aligned to customer needs and roadmap evolution
• Deliver against multi-year revenue growth and expansion targets within strategic accounts
• Lead negotiations of commercial terms and contractual agreements with key decision-makers to secure mutually beneficial outcomes
• Drive engagement at both regional and global levels within multinational accounts

Skills

• 6+ years of enterprise sales experience, with a strong track record of exceeding quota
• Proven experience owning and expanding Tier 1 enterprise accounts within Southern Europe
• Demonstrated success selling to C-level executives in large, complex organizations
• Strong background selling cloud, Kubernetes, or infrastructure platforms (e.g. OpenStack, VMware, Kubernetes, public cloud)
• Experience closing large, complex, multi-year deals in complex organisations. ($500k–$2m+ ARR deals or equivalent)
• Ability to build and execute strategic account plans with clear expansion pathways
• Comfortable operating in fast-paced, scale-up environments
• Navigate complex technical and commercial objections, working cross-functionally to accelerate deal progression
• Bachelor's or Master's degree in Computer Science, Engineering, or a related technical field
• Experience selling technology products and solutions such as AWS, Microsoft Azure, Google Cloud Platform, VMware, Redhat, Rancher, Rafay, and SpectroCloud
• Experience helping enterprises modernise cloud-native platforms in preparation for AI/ML workloads
• Background working for start-up or scale-out organisations, with experience challenging established market leaders
• Experience and understanding of enterprise security, compliance, and regulatory environments in Southern Europe
• Proven problem-solving, consultative, and relationship-building skills
• Entrepreneurial drive with a passion for learning and continuous improvement
• High integrity, transparency, and a collaborative mindset

Benefits

• Competitive compensation package with strong benefits plan
• Work with exceptionally passionate, talented and engaging colleagues
• Be a part of cutting-edge, open-source innovation
• Thrive in the high-energy environment of a young company where openness, collaboration, risk-taking, and continuous growth are valued

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