Senior Enterprise Account Executive Pod Leader

1. The Opportunity

Diamanti is seeking enterprise sellers who have successfully sold into large enterprises while working at startups or emerging technology companies.

These sellers will grow revenue across all FusionX products and associated Diamanti and Accion services, serving government, data centers, financial services, and healthcare.

Each seller will lead a pod comprising a technical lead and a marketing professional, supported by Revenue Operations.

2. Core Mission

Recruit, enable, and develop committed partners that consistently source qualified enterprise opportunities for the Diamanti seller to lead and close.

Partners provide customer relationships, introductions, and opportunity sourcing. The seller enables partner teams, co-sells with them throughout every engagement, and owns the coordinated sales process through closing.

3. Products and Services

Sell the full FusionX portfolio, including AppEngine, Unity, DataCore, TurboAI, Accelerate, and Diamanti Kubernetes infrastructure and management offerings.

Develop associated Diamanti and Accion services opportunities, including solution design, deployment, migration, integration, application modernization, training, support, and managed services where available.

Office Attendance: Mandatory when not travelling for approved customer or partner meetings.

4. Key Responsibilities

• Recruit productive partners: Develop resellers, systems integrators, and service providers with established enterprise relationships. Secure commitments to named sales resources, target accounts, introductions, and joint selling activities.
• Agree on joint targets: Establish monthly and quarterly targets for video meetings, onsite meetings, new qualified pipeline, product and services bookings, and invoices.
• Enable partner teams: Train partners to identify opportunities, position FusionX and associated services, communicate customer value, and compete effectively.
• Lead and close opportunities: Own qualification, discovery, demonstrations, proofs of concept, proposals, negotiations, and closing alongside the partner and pod.
• Generate new pipeline: Create opportunities through partner introductions, prospecting, campaigns, referrals, and executive relationships. Track newly created qualified pipeline separately from existing pipeline.
• Expand accounts: Develop additional product, services, and use-case opportunities within enterprise customers.
• Own meeting execution: Achieve agreed video and onsite meeting targets, with at least 35% of qualified customer meetings conducted onsite. Ensure clear agendas, documented outcomes, and agreed next steps.
• Travel regularly: Visit partners and customers to develop relationships and advance opportunities, coordinating multiple meetings per trip where practical.
• Lead the pod: Align technical and marketing resources around joint account plans, review progress weekly, and resolve or escalate blockers.
• Drive bookings and invoices: Secure purchase orders and coordinate services scope, delivery requirements, and invoicing with the appropriate teams.
• Maintain sales discipline: Keep Salesforce current with accurate stages, amounts, close dates, partner involvement, dependencies, and next steps. Ensure every active qualified lead and opportunity has a scheduled next customer meeting.

5. Pod and Revenue Operations Support

• Enterprise seller and pod leader: Own partner development, account strategy, meetings, new pipeline, forecasts, bookings, and invoice targets.
• Technical lead: Own technical discovery, demonstrations, proofs of concept, solution validation, and technical dependencies.
• Marketing professional: Own campaigns, account and contact development, partner outreach, meeting generation, and engagement tracking.
• Revenue Operations: Support Salesforce standards, dashboards, target tracking, forecast consolidation, and performance reporting.

The enterprise seller remains accountable for the pod's business plan, opportunity accuracy, execution, and results.

6. Performance Expectations

Monthly and quarterly targets will cover:

• Completed video and onsite meetings, tracked separately.
• A minimum 35% onsite share of qualified customer meetings.
• New qualified pipeline dollars for products and services.
• Software bookings and services bookings.
• Software invoices and services invoices.
• Partner-sourced opportunities and revenue.
• Account expansion, opportunity conversion, and forecast accuracy.

The seller will report to the CRO, participate in weekly reviews, and work with RevOps to identify gaps and present recovery actions with clear owners and dates.

7. Required Experience

• Approximately 8 12 years of enterprise technology sales experience, including demonstrated success at a startup or emerging vendor.
• Proven quota achievement and success closing complex enterprise software and services deals.
• Experience recruiting, enabling, and co-selling with partners.
• Relevant knowledge of infrastructure software, virtualization, Kubernetes, HCI, storage, application platforms, or on-premises AI.
• Experience coordinating technical and marketing resources.
• Established customer or partner relationships in at least one target vertical.
• Strong prospecting, account planning, negotiation, forecasting, and Salesforce discipline.
• Commitment to working from the West Palm Beach office and travelling regularly.

8. First 90 Days

• First 30 days: Complete FusionX and services training; establish priority partners, target accounts, the pod plan, and performance targets with Brian.
• By day 60: Enable priority partners, secure introductions, conduct video and onsite customer meetings, and launch joint account activities.
• By day 90: Lead the commercial sales process and demonstrate measurable new qualified pipeline, active partner engagement, and reliable reporting.

Prior FusionX experience is preferred but not required. Candidates must demonstrate the ability to learn and position the complete portfolio and associated services.