ArangoDB

Strategic Account Executive

ArangoDB

full-time

Posted on:

Location Type: Remote

Location: Remote • California • 🇺🇸 United States

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Job Level

SeniorLead

Tech Stack

Cloud

About the role

  • Own the full sales cycle from prospecting to close within enterprise and strategic accounts
  • Lead discovery sessions to uncover customer pain points, value drivers, and business outcomes
  • Align internal stakeholders (Solutions Engineering, Product, and Leadership) to ensure customer success
  • Deliver compelling value narratives that map technical differentiation to business impact
  • Qualify rigorously using MEDDPICC and maintain disciplined forecasting in Salesforce
  • Manage a healthy pipeline with predictable coverage to achieve and exceed quota
  • Partner closely with Marketing on field events, campaigns, and ABM motions in the Bay Area
  • Represent Arango at local and regional industry events as a trusted advisor
  • Work cross-functionally with RevOps, Product, and Customer Success to ensure seamless execution
  • Provide customer feedback and market insights to inform GTM and product roadmap decisions

Requirements

  • 7–10+ years of enterprise software sales experience with a track record of exceeding quota
  • Experience in data infrastructure, AI/ML, cloud platforms, or developer tooling strongly preferred
  • Fluent in value-based selling and comfortable operating within structured methodologies like MEDDPICC
  • Ability to manage complex, multi-stakeholder sales cycles involving both technical and executive buyers
  • Strong executive presence with outstanding presentation and communication skills
  • Self-starter with a growth mindset — thrives in high-autonomy, high-accountability environments.
Benefits
  • Competitive compensation plan includes uncapped variable earnings
  • Meaningful career growth opportunities

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
enterprise software salesvalue-based sellingMEDDPICCsales forecastingpipeline managementdata infrastructureAI/MLcloud platformsdeveloper tooling
Soft skills
executive presencepresentation skillscommunication skillsself-startergrowth mindsethigh-autonomyhigh-accountability