Fivetran

Sales

• Own a named or geo-based book of enterprise accounts in the Southwest, building and executing account plans across net-new and existing customers
• Run a disciplined, multi-threaded sales process with economic buyers, technical champions, and executive sponsors (e.g., CDAO, VP Data, Head of Analytics Engineering)
• Build and defend an accurate pipeline; forecast with rigor
• Lead technical evaluations and business value conversations in partnership with solutions architects, translating platform capabilities into a customer's specific data stack and business outcomes
• Negotiate and close multi-year enterprise agreements, including consumption-based and ramped deal structures
• Partner with customer success and services teams to ensure a strong onboarding experience and expansion motion post-close
• Represent the voice of the customer internally, feeding market and competitive insight back to product and marketing

Enterprise Sales Director

• Build, manage and close your own pipeline of companies that you believe will benefit from the dbt Cloud offering
• Manage, and deepen the dbt Cloud footprint in existing accounts, optimizing our impact on these companies
• Engage with technology partners and ecosystem service providers to optimize our impact and reach in the region
• Lead and contribute to team projects that develop our sales process
• Work with product to build and maintain the dbt Cloud enterprise roadmap

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.

Business Value Engineer

Platform Engineer

• Join a senior, distributed team: Become part of a closely-knit group of senior engineers at the intersection of application and infrastructure, working asynchronously with ongoing communication in public Slack channels.
• Architect and build platform infrastructure: Design, build, and operate foundational components of our multi-cell platform, including service routing, cloud networking, and the control plane for managing account lifecycles.
• Drive seamless migrations: Develop and automate the tooling to migrate customer accounts from legacy environments to the new multi-cell architecture at scale.
• Develop scalable backend services: Write robust, high-quality backend services and infrastructure code, primarily in Go and Python, with opportunities to work with Rust.
• Tackle cloud networking challenges: Collaborate on network architecture design, including VPC management, load balancing, DNS, PrivateLink, and service mesh configurations to support single-tenant and multi-tenant deployments.
• Automate for scale: Design and implement automation using tools like Argo Workflows, Kubernetes, and Terraform to enhance the reliability, efficiency, and scalability of our platform.
• Collaborate and mentor: Work closely with product engineering teams, security, and customer support to unblock feature conformance, define technical direction, and mentor other engineers.
• Own and troubleshoot: Take strong ownership of distributed systems, troubleshoot complex issues across application and network layers, and participate in an on-call rotation to maintain high availability.

Senior Platform Software Engineer, Transport

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

Architect

• Support strategic pre-sales opportunities by providing technical expertise to prospects
• Assist in launching and onboarding new customers who have not purchased RA services, ensuring they successfully adopt dbt Cloud
• Execute proactive adoption plays, including migrations, new feature implementations (e.g., Semantic Layer, Mesh), and major version upgrades
• Lead reactive adoption initiatives to de-risk churn or contraction and position accounts for future growth
• Advise on architecture, design, implementation, troubleshooting, and best practices in dbt Cloud environments
• Build solution MVPs and guide long-term technical strategies tailored to customer needs
• Engage on multiple projects simultaneously with clear scoping, start and end dates, and outcome tracking
• Partner closely with Customer Solutions Architects (CSAs), Sales, Solutions Architects, Training, and Support
• Provide feedback to Product and Engineering to improve customer experience and prioritize technical needs
• Champion customer success through thoughtful, transparent communication and cross-functional collaboration
• Help build out and refine this evolving function alongside the broader RA organization
• Track and manage capacity and engagement effectiveness similarly to other RA-led initiatives.

Senior Customer Resident Architect

• Build, manage and close your own pipeline of companies that you believe will benefit from the dbt Cloud offering
• Manage, and deepen the dbt Cloud footprint in existing accounts, optimizing our impact on these companies
• Engage with technology partners and ecosystem service providers to optimize our impact and reach in the region
• Lead and contribute to team projects that develop our sales process
• Work with product to build and maintain the dbt Cloud enterprise roadmap
• Focus on building and managing pipeline generation

Sales Director

Product Manager

• Drive the delivery of the dbt Cloud and translate the product roadmap into clear and precise product requirements. You'll set goals, manage priorities, and measure outcomes.
• Collaborate closely with customers and downstream engineers to collect feedback and synthesize out product requirements.
• Work closely with engineering, design, marketing, and sales to prioritize, build, and ship enterprise-grade functionality to some of the largest and most sophisticated data teams on the planet.

Product Manager – Fusion

General

• Own the global Microsoft alliance at the partner and executive level, building trusted relationships with Fabric, Azure, and field leadership across Microsoft's sales, product, and engineering teams
• Define and execute a multi-year joint strategy that positions dbt and Fivetran as the default analytics engineering and transformation layer within Microsoft's Fabric and Azure data ecosystem
• Represent dbt and Fivetran at Microsoft's internal forums, customer briefings, and industry events - including FabCon, Ignite, and AI Tours - articulating a compelling narrative around trusted data transformation and AI-ready data on Microsoft
• Drive key product milestones forward in partnership with dbt Labs' product and engineering teams
• Work with Microsoft's Fabric CAT and engineering teams to embed dbt into standard Microsoft reference architectures, solution patterns, and customer-facing platform narratives
• Ensure dbt and Fivetran is positioned as cross-platform but Azure-aligned — supporting Fabric, Snowflake on Azure, and Databricks on Azure so Microsoft can win regardless of customer platform preference
• Build and run a structured enablement program for Microsoft field teams globally - Fabric specialists, cloud specialists, and solution engineers - through hands-on labs, Feature Fridays, in-office sessions, and joint delivery assets
• Partner with Microsoft's alliances and marketing teams to develop joint go-to-market campaigns anchored to Fabric, AI-ready data, and enterprise analytics engineering
• Own the co-sell playbook end to end: account mapping, seller-to-seller engagement, targeted plays, and clear asks of Microsoft teams on active opportunities
• Drive measurable progress against commercial targets - including Microsoft-sourced revenue, Microsoft-engaged revenue, Azure Marketplace TCV, and Azure consumption
• Own Azure Marketplace execution: ensure clean, predictable MACC drawdown and marketplace-backed deal flow with no last-minute surprises
• Maintain a rigorous view of Microsoft-attributed pipeline - tracking opportunity sourcing, co-sell progression, and closed business across the alliance
• Build and run the global Microsoft operating model: annual business plan, quantifiable goals, named stakeholders, regular cadence with Microsoft, and internal business review rigor
• Serve as the internal owner of Microsoft strategy, deal motion, and escalation - the trusted subject matter expert that sales, marketing, product, and technical teams turn to
• Define and track the signals of a healthy alliance: field enablement depth, co-sell activity, marketplace execution, product milestone progress, and revenue contribution
• Report regularly to alliance and go-to-market leadership on alliance health, pipeline contribution, and strategic progress — and surface risks early.

Global Alliance Lead

• Build out our enterprise customer base within various regions in Australia
• Identify new business with prospects and growth opportunities for clients
• Own the full sales cycle from lead to ongoing utilization for commercial prospects
• Organize POC implementations of dbt Cloud Enterprise
• Lead and contribute to team projects that develop our sales process
• Work with product to build and maintain the dbt Cloud commercial roadmap
• Become an expert in SQL, dbt, and commercial data operations
• Be an active member of the dbt open source community

Vice President

• Build and own Fivetran’s government affairs and political strategy from the ground up
• Design and execute a comprehensive lobbying and policy engagement strategy aligned with company priorities
• Develop and manage Fivetran’s political engagement strategy, including campaign contributions, PAC/C4 alignment, and external political relationships
• Establish and maintain relationships with policymakers, regulators, trade associations, and industry coalitions
• Lead development of Fivetran’s policy positions, including drafting briefs, comment letters, and external communications
• Deploy an AI-enabled policy function to track legislative and regulatory developments in the data, AI, privacy, competition/antitrust and technology landscapes, identify and engage stakeholders, and generate engagement strategies and policy positioning to disseminate actionable recommendations across the organization
• Support regulatory strategy, investigations and potential litigation efforts
• Identify and mitigate policy or regulatory risks, including those driven by competitors or market dynamics
• Act as the quarterback for all government affairs-related communications and engagement, ensuring alignment across Legal, Communications, and executive leadership

Vice President – Government Affairs

Account Executive

• Generate new business qualified opportunities by working with Tech Partners, SI Partners, XDRs, going direct outbound on named accounts in territory
• Actively pitch the value proposition of Fivetran’s Database replication capabilities along with the Fivetran platform at-large
• Manage 90-180 day sales cycles with multiple stakeholders and departments to land in an enterprise organization
• Negotiate responsible deals and manage the procurement process with legal, deal desk, and deal champions
• Develop trusted relationships with internal stakeholders and senior decision makers at large organizations who will evangelize Fivetran throughout their company
• As part of our commitment to setting new hires up for success, all new sales team members attend a one-week, in person Revenue Bootcamp during their second week at Fivetran. This bootcamp, held at one of our designated company locations, requires travel and is a mandatory part of the onboarding process.

Enterprise Sales Director

Enterprise Sales Director

Business Value Engineer

Senior Platform Software Engineer, Transport

Senior Sales Onboarding Manager

Senior Customer Resident Architect

Sales Director

Sales Director

Product Manager – Fusion

Global Alliance Lead

Enterprise Sales Director

Vice President – Government Affairs

Account Executive – Enterprise