Enterprise Account Executive

The Impact You Will Have:

In this role, you will lead complex, multi-stakeholder sales cycles from discovery through execution and consumption growth. Operating as the "quarterback" of your account teams, you will orchestrate internal resources, hyperscaler partners (AWS, Azure, GCP), and system integrators to deliver high-impact business outcomes.

• Driving Consumption: Help customers derive value from the platform by identifying key use cases and increasing usage.
• Securing Strategic Committed Deals: Identify, structure and close opportunities to co-invest in high-priority initiatives to accelerate and de-risk projects delivery
• Prospecting and Lead Generation: Use various strategies and resources, such as intent signals, account planning, and leveraging customer stories, to effectively prospect and target leads.
• Prospect Engagement: Leverage BDRs, Marketing and Network to build relationships with key prospects in territory to displace incumbent technologies.
• Sales Execution: Conduct first meetings with compelling POVs to create urgency for change. Create territory and account plans to prioritise pursuits. Engage in activities such as roundtables, bootcamps and industry events to build relationships and progress pipeline.
• Pipeline Management: Maintain an accurate and updated Salesforce (SF) pipeline, create proof of concepts (POCs), and manage the sales cycle from initial contact to closing the deal.
• Collaboration: Engage with architects, professional services engagement managers coordinate demand planning sessions, and align with executive sponsors to ensure a comprehensive approach to customer success.

What We Look For:

• Characteristics:
• Takes initiative, is proactive and drives.
• Unwavering Prioritisation & Grit.
• Detail-oriented.
• Creative
• Coachability
• Open to Change and uncertainty
• Experience: Proven track record in sales. Demonstrable experience in selling innovation, ideally in Big Data, Cloud, or SaaS technology in a consumption-first world. Experience selling to Energy & Utilities accounts is highly desirable.
• Skills: Strong prospecting, lead generation, and customer engagement skills. Ability to drive consumption and secure first-time commits.
• Collaboration: Ability to work effectively with cross-functional teams, including GDRs and Customer Success teams.
• Technical Acumen: Understanding of Databricks' platform and the ability to communicate its value to customers.

About Databricks

Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn, X, YouTube, and Instagram.

Our Commitment to Diversity and Inclusion

At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.

Compliance

If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.