Startup Core Account Executive

SLSQ427R716

Want to join a fast-growth pre-IPO organisation that could define the next stage of your career?

Reporting to the Director for Startups as an Account Executive at Databricks, you come with relevant experience selling to Start-up and Mid-Market accounts. As a successful candidate, you are a self-starter who understands the consumption sales process. You know how to sell innovation and value to existing customers, identify new use cases and grow consumption and can guide deals forward to compress decision cycles. You love understanding a product in depth and are passionate about communicating its value to customers and partners. Always prospecting for new use cases and opportunities within existing accounts.  You will be offered huge potential for career progression as part of an innovative business unit supporting fast-growing customers at Databricks.

The impact you will have: 

• Assess your territory and develop a successful execution strategy within the first 30 days 


• Drive quarter-on-quarter consumption growth in existing accounts


• Exceed activity and quarterly revenue targets


• Track all customer details, including use case, purchase time frames, next steps, and forecasting in Salesforce


• Identify new use case opportunities and showcase value to existing customers


• Work closely with cross-functional engineering and product teams to deliver the most value back to your customers, aligned with the adoption of our platform


• Working with system integrators, ISVs and cloud partners to help customers build a world-class data and AI strategy


• Drive business and technical consultancy for businesses to scale their data & company strategies effectively 


• Promote the value of Databricks' Data Intelligence Platform 


• Ensure 100% satisfaction among all customers

What we look for:

• Demonstrated experience driving consumption growth and closing commit deals in a direct sales role


• Experience in relevant software sales roles with a consumption-based sales motion


• Some exposure to the software industry and some basic concepts of selling SAAS, Big Data and Business Value


• Basic understanding of the data platform and cloud ecosystems


• Understanding of the life cycle of a startup and its decision-making process


• Experience exceeding sales targets/quotas


• Success in closing new accounts while working on existing accounts


• General understanding of MEDDPICC


• Bachelor's Degree or relevant work experience