Develop and execute a strategic territory plan targeting key organizations and applicable use cases to build a robust pipeline and achieve quarterly and annual sales objectives.
Become an expert in our product offerings and industry solutions, delivering compelling demos, presentations, and proposals that clearly articulate business value.
Leverage deep knowledge of the market to position our solutions as the best fit for customer needs, highlighting the advantages over competing technologies and approaches.
Lead complex sales cycles with a solution-based approach, employing strategic selling strategies and tactics, including the Land & Expand model to grow accounts.
Manage the full sales process from prospecting to closing, consistently securing new logos and expanding within existing accounts.
Provide guidance and mentorship to Business Development Representatives (BDRs) and Field Marketing resources to align on target accounts and support pipeline development.
Maintain accurate and up-to-date information within the CRM system, ensuring data integrity and adhering to forecasting guidelines.
Develop strong partnerships with public cloud providers (AWS, Google, Microsoft Azure) and leverage these relationships to drive growth opportunities.

Requirements

7+ years of proven success in enterprise software sales with a consistent track record of exceeding targets.
Demonstrated experience managing complex sales processes within enterprise markets such as Data Warehousing, Business Intelligence, Data Science, AI/ML, or related fields.
Proven ability to independently develop and close new client relationships while effectively managing long-term business engagements.
Deep understanding of commercial open-source business models, including selling on-premise and cloud & SaaS hybrid solutions.
Ability to craft and execute sales strategies tailored to specific industries, leveraging partner and Go-to-Market knowledge.
Strong presentation, communication, and organizational skills with a knack for building strong business champions.
Familiarity with sales methodologies such as MEDDIC, SPIN, or Challenger Sales, and experience working in a fast-paced, competitive market.
Experience collaborating with cross-functional teams to deliver on customer expectations, including Pre-Sales, Marketing, Customer Success, and Field Engineering resources.
Proven ability to build and nurture relationships with key decision-makers, including CTOs, IT leaders, and technical end users, while collaborating with Solution Architects, Professional Services, and Channel Partners.

Benefits

US employees are eligible for a stock option grant
Certain roles are eligible for an annual bonus
Eligible to participate in the Company’s standard benefit programs, including medical, dental, and vision benefits
401(k)
Paid time off
Certain leaves of absence

Applicant Tracking System Keywords

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

Hard Skills & Tools

enterprise software salessales strategiessales process managementdata warehousingbusiness intelligencedata scienceAI/MLcommercial open-source business modelscloud solutionsSaaS

Soft Skills

presentation skillscommunication skillsorganizational skillsrelationship buildingmentorshipstrategic sellingcollaborationproblem-solvingadaptabilityleadership