Enterprise Hunter Account Executive, Army

1 month ago
Full-time
Senior
Sales and Business Development
Databricks

Databricks

Databricks is the pioneering data intelligence platform, empowering organizations worldwide to solve complex data challenges with AI-driven analytics solutions.

IT Services
1K-5K
Founded 2013
$4450M raised

Description

  • Identify, acquire, and secure new Enterprise accounts across multiple customers with a focus on Army/DOD opportunities.
  • Develop and execute focused strategies to identify and win high-potential accounts in untapped markets.
  • Manage full, often complex sales cycles for multi-million-dollar deals, balancing quick wins with long-term opportunities.
  • Plan, document, and drive adoption and growth of Databricks usage in newly won accounts to maximize customer impact.
  • Establish and maintain C-level and executive relationships (Engineering, Platform, Architecture, Data Science) to create industry advocates.
  • Apply a solution-based, value-selling approach to create tailored proposals and demonstrate customer ROI.
  • Develop a deep understanding of customers’ businesses, data use cases, and buying centers to expand Databricks’ impact.
  • Orchestrate and coordinate Databricks teams and ecosystem partners to support sales motions and implementations.
  • Provide leadership and guidance to customers, internal stakeholders, and technical teams throughout engagements.
  • Develop and manage partner strategy and collaborate with partners to support account growth and expansion plans.

Requirements

  • 5+ years selling multi-million-dollar, complex software deals within the DOD space, specifically the Army.
  • 5+ years of experience with sales methodologies and processes (e.g., account planning, MEDDPICC, value selling, Command of the Message).
  • Background selling usage-based PaaS/SaaS solutions or other Data/AI/ML technologies.
  • 5+ years of experience hunting in greenfield spaces while also consulting with and expanding existing accounts.
  • Knowledge of segment priorities, buying processes, buying cycles, decision-making processes, and the DOD ecosystem.
  • Experience building customer champions and cross-functional teams to support implementation and expansion.
  • Ability to identify important data use cases and buying centers within opportunities to increase platform impact.
  • Proven experience developing and managing partner strategies successfully.

Benefits

  • Zone 2 pay range: $245,200–$337,150 USD (represents expected salary range or on-target earnings depending on role).
  • Total compensation may include eligibility for annual performance bonus and equity.
  • Comprehensive, region-specific benefits and perks (health, PTO, and other offerings — details available on the company benefits site).
  • Candidates in other locations will be considered (location flexibility).

Interested in this position?

Apply directly on the company website

Apply Now

Similar Roles

Growth Account Executive

Toast 1K-5K Hotels, Restaurants & Leisure

Customer Growth (Upsell) Account Executive at Toast managing a book of existing SMB Toast POS customers to drive product expansion and revenue growth through full-cycle sales across a primarily remote, territory-based role.

Salesforce
14 hours, 42 minutes ago

Account Executive - UKI

Pleo 251-1K Capital Markets

Account Executive at Pleo on the New Business Sales team responsible for acquiring new customers and driving revenue growth by owning the full sales cycle as the company scales its FinTech spend-management product.

CRM
14 hours, 42 minutes ago

Account Director (PNW)

Recorded Future 251-1K Professional Services

Recorded Future is hiring an Account Director to manage strategic enterprise accounts and pursue new business for its cybersecurity intelligence platform, owning the full sales cycle to drive revenue growth and long-term customer value.

Salesforce
1 month ago

Lead Account Executive, Enterprise Sales (Remote: Northern CA region)

Veeam Software 1K-5K Internet Software & Services

Individual contributor sales role at Veeam responsible for driving and closing enterprise account deals across a defined territory to meet monthly, quarterly, and annual quotas and expand customer relationships for Veeam’s data resilience solutions.

Salesforce
1 month ago

You're on a roll! Sign up now to keep applying.

Sign Up

Already have an account? Log in

Used by 14,729+ remote workers