Enterprise Account Executive - California

Dremio

Santa Clara, CA, US
  • Job Type: Full-Time
  • Function: Sales
  • Post Date: 05/02/2024
  • Website: dremio.com
  • Company Address: 3970 Freedom Circle, Santa Clara, California 95054, US

About Dremio

Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises, including Maersk, Amazon, Regeneron, NetApp, and S&P Global. Customers rely on Dremio for cloud, hybrid, and on-prem lakehouses to power their data mesh, data warehouse migration, data virtualization, and unified data access use cases.

Job Description

Dremio is The Easy and Open Data Lakehouse, providing self-service analytics with data warehouse functionality and data lake flexibility across all of your data. Dremio increases agility with a revolutionary data-as-code approach that adopts Git concepts to enable data experimentation, version control, and governance. In addition, Dremio breaks down data silos by simplifying ingestion into the lakehouse, and also allowing queries directly on databases and data warehouses. All of this is available through a fully managed service that not only eliminates the need to maintain infrastructure and software, but also automatically optimizes the data in the lakehouse to maximize performance for every workload.

Founded in 2015, Dremio is headquartered in Santa Clara, CA. Investors include Cisco Investments, Insight Partners, Lightspeed Venture Partners, Norwest Venture Partners, Redpoint Ventures, and Sapphire Ventures. For more information, visit www.dremio.com. Connect with Dremio on GitHubLinkedInTwitter, and Facebook.

If you, like us, say “bring it on” to exciting challenges that really do change the world, we have endless opportunities where you can make your mark.

About the role

Dremio is seeking Account Executives in the California market who are excited to manage a large region and drive sales of a category-defining product to F1000/Global 2000 customers. 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 Enterprise AEs must be passionate about aligning our solution with the clients requirements and have the ability to negotiate and close large 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. 

What you’ll be doing

  • 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.
  • Driving the sales process from initial prospect to 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.

What we’re looking for

  • 5-10+ years of sales experience selling software or cloud based applications to enterprise customers.
  • Background in cloud, databases, business intelligence software, data warehousing, SaaS is desired.
  • Track record of hitting annual stretch quota 
  • Personal motivation to generate interest through consistent activity, pipeline development, consultative selling, and value based outcomes to create customers for life.
  • Experience quickly qualifying customer requirements and positioning 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 start-up environment

What we offer

  • Medical, dental and vision insurance 
  • 401(k) Plan
  • Short term / long term disability and life insurance
  • Pre-IPO stock options
  • Flexible PTO
  • 16 hours of volunteer time off
  • 12 company paid holidays, including Juneteenth
  • Remote work options
  • Monthly “Get Stuff Done” (GSD) Days
  • Paid parental leave
  • Employee Assistance Program (EAP)
  • Quarterly swag surprise
**Certain benefits are only allowed to full-time Dremio employees and may not be the same across all locations.

The On-Target Earnings (OTE) for this position is $300,000 to $330,000 per year, which includes an annual base salary and on-target commission. The base pay actually offered will take into account internal pay parity and also may vary depending on the candidate’s geographic region, job-related knowledge, skills, and experience among other factors.

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