Mid-Market Account Executive

Dremio

London, GB / England, GB
  • Job Type: Full-Time
  • Function: Sales
  • Post Date: 02/15/2021
  • Website: dremio.com
  • Company Address: 883 N Shoreline Boulevard C100, Mountain View, CA, 94043

About Dremio

Dremio is the Data Lake Engine. Created by veterans of open source and big data technologies, and the creators of Apache Arrow, Dremio is a fundamentally new approach to data analytics that helps companies get more value from their data, faster. Dremio makes data engineering teams more productive, and data consumers more self-sufficient. For more information, visit www.dremio.com.

Job Description

Dremio is the Data Lake Engine company. Our mission is to reshape the world of analytics to deliver on the promise of data with a fundamentally new architecture, purpose-built for the exploding trend towards cloud data lake storage such as AWS S3 and Microsoft ADLS. We dramatically reduce and even eliminate the need for the complex and expensive workarounds that have been in use for decades, such as data warehouses (whether on-premise or cloud-native), structural data prep, ETL, cubes, and extracts. We do this by enabling lightning-fast queries directly against data lake storage, combined with full self-service for data users and full governance and control for IT. The results for enterprises are extremely compelling: 100X faster time to insight; 10X greater efficiency; zero data copies; and game-changing simplicity. And equally compelling is the market opportunity for Dremio, as we are well on our way to disrupting a $25BN+ market.



About the Role 

The Mid-Market Account Executive is responsible for establishing new customers and managing existing relationships within a specified region for companies less than 5,000 employees. Individuals who excel at this job have the ability to generate pipeline (via email, phone, network, partner ecosystem), develop, and close business while focusing on the clients’ requirements. The Mid-Market AE’s must be passionate about aligning our solution with the clients requirements and have the ability to negotiate and close agreements.

 

This role is a unique opportunity to contribute in a meaningful way to high visibility, high impact projects in a fast growing segment of our business. Dremio is an innovative, high-growth, customer-focused company in a large and growing market. 

 

Responsibilities and ownership

  • Achieve sales quotas for allocated accounts on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional sales plan.
  • Develop marketing plans with the marketing team to drive revenue growth.
  • Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Dremio solution.
  • Prospect qualification and the development of new sales opportunities and ongoing revenue streams.
  • Arrange and conduct initial Executive and CxO discussions and positioning meetings.
  • Sales process management and opportunity closure.
  • Ongoing account management to ensure customer satisfaction and drive additional revenue streams.
  • Be familiar with solution-based selling, have experience managing a complex sales process and possess excellent presentation, listening, organization, and contact management skills.




About You 

  • 3-5+ years of sales experience selling software or cloud based applications to the mid-market
  • Emphasis on cloud, databases, business intelligence software, data warehousing, SaaS is desired.
  • Experience hitting quota of $500K+ of ARR per year 
  • A track record of success in driving consistent activity, pipeline development and quota achievement.
  • Experience determining customer requirements and presenting appropriate solutions.
  • Self starter with high energy/positive attitude
  • Excellent verbal and written communication, presentation, and relationship management skills
  • Ability to thrive in fast-paced startup environment
  • BA/BS required

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Disclaimer: Local Candidates Only
This company does NOT accept candidates from outside recruiting firms. Agency contacts are not welcome.