Enterprise Account Executive

Senior Software Enterprise Account Executive (San Francisco Bay Area)

Our Client

A leading provider of a high performance data platform for analytics and AI

Proven at a global web-scale in production for modern data services, our client is the developer of open-source data orchestration software for the cloud. Their software is in production use today at eight out of the top ten internet companies.

Their mission is to be the data orchestration layer for Cloud and AI/ML.

As customers continuously push the envelope for ways to extract value from data, they are driving innovation in data access and management for large-scale distributed systems

Venture-backed by Andreessen Horowitz and Seven Seas Partners.

Customers include: Uber, Tiktok, Expedia, Rakuten, Microsoft, Comcast, and more!

About The Role:

We are seeking an energetic, innovative sales "hunter" with a flair for identifying and selling to the Fortune 1000.

You'll take charge of developing sales strategies and execution plans to drive results and earn significant commissions.

You will rely on your experience and good judgment to proactively build and grow accounts and drive year-over-year growth in your territory

As the Senior Account Executive, You Will Build and Own:

Create a territory plan and execute to generate revenue and acquire new customers

Work with existing customers to expand opportunities within the account and identify new ones.

Forge strategic relationships at the executive level to help sell across the organization

Conduct presentations and product demonstrations in partnership with Solution Engineers (pre-sales)

Consult with prospects to determine the best solutions for their specific needs; recommend solutions, prepare/present proposals, and get contracts executed

Demonstrate an understanding of client requirements regarding infrastructure and data, and how the solution can meet these requirements

Be able to recognize compelling reasons for customers and prospects to act upon these requirements, and in turn be able to communicate how to persuasively articulate how the solution can best meet these requirements

Demonstrate knowledge of enterprise client budgeting and purchasing processes, typical recommender and decision maker roles involved, and how to progress opportunities from identification to final close

Achieve all individual activity and revenue targets set by the company

Log sales activity (prospecting, opportunities, revenue, next steps) in Salesforce and other tools, as needed

Attend sales seminars, sales meetings, and/or educational activities to stay up-to-date on the latest developments, trends, and regulations in the marketplace

Keep current with all product information, pricing, and contract terms

Be able to travel as required, to meet prospects and customers face-to-face; approximately 25% travel expected, as permitted.

We are Looking For:

Proven track record in working with executive management teams on strategic accounts as well as Go To Market Plans

5 years + of demonstrated successful Enterprise Software Sales in both a “land and expand” context

Documented successful startup experience is a big plus

Experience with Big Data Applications and Infrastructure, Storage, Open Source Applications, Enterprise Application Integration, Database, Business Intelligence software concepts and products preferred

Strong Familiarity with selling by utilizing a Modern Sales Methodology & Demonstrating Using that methodology to contribute to your success

Open Source experience preferred

Extensive relationships with VP level and above Data Platform department heads

A proven track record of over-quota achievement/Presidents Club etc

Structured, disciplined user of Salesforce and sales playbook to enable sales.

BA/BS or equivalent educational background.

Engineering degree and background preferred.

Benefits & Perks We Offer:

Unlimited PTO

Amazing Medical, Dental and Vision Plans

Commuter Benefits ($50 and more)

Everyday catered lunch and dinner

Boba Thursday

Relaxation/Massage Room Onsite

Access to our Gym in Our Office Building