dbt Labs

Product Manager

• Own and deliver the Fusion roadmap, shipping net new functionality to Fusion like SQL comprehension, compute, governance, and SAO
• Define requirements for Fusion features that integrate seamlessly with the dbt platform and unlock enterprise value
• Keep the Fusion engineering team aligned, unblocked, and executing on a predictable cadence
• Contribute hands-on to the dbt Core / Fusion codebases, including code reviews, documentation, and small feature implementations
• Collaborate with OSS strategy leads, platform PM peers, and cross-functional stakeholders to deliver a unified roadmap

Product Manager – Fusion

Engineer

• Collaborate closely with sales leaders and account teams to identify a value delivery strategy for key accounts.
• Engage with top prospects to identify, understand, and quantify their unique challenges and potential benefits with dbt.
• Define and communicate the dbt Labs value proposition in alignment with customer objectives.
• Lead business value reviews / business cases: Effectively communicate the realized business impacts and potential economic benefits of new opportunities.
• Conduct thorough analysis of customer workflows and processes, identifying opportunities for optimization and increased efficiency.
• Create and deliver boardroom-quality, executive presentations. Work collaboratively with product and engineering teams to tailor solutions to meet the specific needs of our champions and key stakeholders
• Partner with dbt leadership to build new value based GTM motions to more effectively prove product value and grow deal sizes.
• Provide guidance on best practices and innovative approaches to maximize the value of dbt Labs solutions
• Conduct training and workshops in conjunction with dbt Labs enablement to increase the quality of their discovery and their understanding of business value & customer excellence.
• Build scalable programs and tools to support value selling across all parts of the GTM ecosystem, including Pre-Sale teams, Professional Services, and Marketing.
• Help build the future of the value engineering practice at dbt Labs: contribute to the development of best practices and tools for enhanced value-based selling adoption.

Senior Value Engineer

Client Partner

• Work with global alliance managers to understand co-sell processes specific to each partner and identify ways to improve support and scale - including sales-facing resources, system automation, and analytical insights
• Proactively identify top accounts and customers for dbt Labs sales teams to prioritize with AWS, GCP, and Azure
• Facilitate and secure engagements between dbt Labs/Fivetran and partner sales counterparts - including account workshops and joint opportunity reviews
• Connect dbt Labs sales teams with the right partner contacts to ensure we're solution selling together and delivering a strong customer experience
• Support pipeline creation and revenue growth across all three hyperscaler partnerships
• Conduct informational interviews with partner field teams, customers, and internal stakeholders to understand where co-sell motions are working and where there's room to improve
• Monitor trends across the hyperscaler ecosystem and synthesize findings into recommendations for alliance leadership
• Identify whitespace and emerging opportunities across AWS, GCP, and Azure to help inform where we place bigger bets
• Own account mapping across all three partners — analyzing overlap, co-sell propensity, and expansion potential to help alliance managers prioritize
• Track alliance health, pipeline contribution, and program performance across cloud providers
• Translate data from internal systems, partner portals, and marketplace platforms into clear, actionable recommendations
• Help design and pressure-test new alliance programs before launch, using data and field research to sharpen targeting and sequencing
• Identify what's working in one region or with one cloud provider and build the case for scaling it globally
• Define, maintain, and improve co-sell operational components including playbooks, sales resources, and analytical frameworks

Partner Development Representative

Sales Development Rep

• Handle inbound leads from the growth and enterprise business, setting meetings with qualified prospects for our Sales Directors and Account Executives
• Begin to define our outbound strategy via various channels
• Be the architect of a growing team, defining and iterating on processes
• Become an expert in SQL, dbt, and enterprise data operations

Sales Development Representative

Onboarding Specialist

• Conduct engaging onboarding and ramp courses and follow up workshops, for ICS and leadership emphasizing interaction and understanding with a focus on reducing new hire ramp time
• Foster inclusivity across in-person, hybrid, and remote audiences during sessions
• Collaborate with Sales leadership to pinpoint knowledge gaps and devise strategies to create intervention enablement, such as skills and process training
• Lead the onboarding live and virtual content audit quarterly to ensure our onboarding program so content is always up to date
• Create practical exercises for hands-on learning during sessions to ensure comprehension
• Partner with curriculum sales enablement managers to ensure that core content and programs are addressed in ramp program
• Track time-to-productivity and other ramp metrics for new hires
• Inform leadership of team’s performance and engagement across the ramp cycle
• Manage a Gong library folder with gold standard calls which can be used in content or have insights extracted for use in sales strategies
• Provide continuous training on MEDDPICC methodologies to support ongoing learning and skill enhancement within the sales team
• This position will require approximately 25-50% travel to our hub office. This candidate will facilitate live training and coaching

Senior Sales Onboarding Manager

Solutions Engineer

• Become an expert in designing enterprise-grade data pipelines with dbt Cloud
• Work hand-in-hand with sales to communicate the technical value of the dbt Labs suite of products
• Guide customers through proof-of-concept implementations and facilitate trials of dbt Cloud
• Work with engineering to deploy dbt Cloud in private clouds for enterprise clients
• Own the full customer lifecycle from pre-sale evaluation to product adoption and expansion
• Work with product to build and maintain the dbt Cloud enterprise roadmap
• Build close relationships with our Partners (including companies like Snowflake, AWS, and Databricks) and enable them to adopt and implement dbt for their clients
• Be an active member of the dbt community

Senior Solutions Architect, Enterprise

Sales

• Building out our enterprise customer base within various regions in Australia
• Identifying new business with prospects and growth opportunities for clients
• Owning the full sales cycle from lead to ongoing utilization for commercial prospects
• Organizing POC implementations of dbt Cloud Enterprise
• Leading and contributing to team projects that develop our sales process
• Working with product to build and maintain the dbt Cloud commercial roadmap
• Becoming an expert in SQL, dbt, and commercial data operations
• Being an active member of the dbt open source community