GTM Sales Leader (DataPelago)

About the role

DataPelago, acquired by NetApp, is building a data-processing platform for the AI era and is looking for a GTM Sales Leader in San Jose, California. The role builds and owns the sales function from the ground up, from new-customer acquisition and pipeline generation to hiring, forecasting and repeatable enterprise sales execution. It is a hands-on, quota-carrying player-coach role: the leader personally prospects, leads complex sales cycles, negotiates and closes deals while recruiting and coaching Account Executives and Solution Architects. As the business scales, the leader builds a repeatable sales engine and integrates it into NetApp's broader field organization.

Key responsibilities

• Define and execute the zero-to-one sales plan, including ideal customer profiles, target accounts, segmentation, coverage, sales plays and revenue goals.
• Carry a personal sales quota initially, then take accountability for team-level targets; originate pipeline, engage executive buyers and close net-new enterprise deals.
• Build pipeline through outbound prospecting, executive relationships, customer introductions, ecosystem partners and collaboration with NetApp sales teams.
• Own complex enterprise sales cycles from qualification and discovery through business case, technical validation, pricing, procurement, negotiation, close and handoff.
• Build, hire, onboard, coach and lead the Account Executive and Solution Architect team.
• Set up the sales operating foundation: CRM discipline, qualification criteria, pipeline stages, account planning, forecasting, deal reviews, conversion metrics and performance reporting.
• Partner with Solution Architects to turn successful technical evaluations into commercial wins.
• Establish a co-selling model with NetApp Account Executives, including lead routing, technical qualification, opportunity ownership and follow-through.
• Work with founders, product, engineering and Product Marketing on buyer priorities, positioning and competitive differentiation.

Required profile

• 15+ years of overall sales experience with 5+ leading sales teams; bachelor's degree preferred.
• Proven record of carrying and exceeding an individual enterprise sales quota, including sourcing and closing complex net-new deals.
• Strong hunter orientation and ability to create pipeline without relying mainly on existing accounts or inbound demand.
• Experience selling emerging enterprise data, analytics or AI technologies to technical buyers and senior executives.
• Experience building a zero-to-one sales motion and in both an early-stage technology company and a larger enterprise organization (preferred).
• Ability to hire, coach and lead a sales and pre-sales team while staying personally involved in deals.

Required skills

• Complex enterprise buying cycles, technical evaluations, ROI-based selling, commercial negotiation and contracting.
• Pipeline discipline, reliable forecasting, sales metrics and operating cadence.
• Familiarity with enterprise data and AI buyers and use cases (data engineering, ETL/ELT, cloud analytics, modern data platforms) is desirable.

What we offer

• Target OTE of 287,300 - 371,800 USD, depending on location, qualifications and experience.
• Benefits package that may include health insurance, life insurance, retirement or pension plans, paid time off, leave options, employee stock purchase plan and/or restricted stock units.
• A hybrid working environment, with in-office expectations shared during recruitment.