Account Executive - Startup
Posted 2025-08-23
Remote, USA
Full Time
Immediate Start
<p>SLSQ426R103</p>
<p>Do you want to help solve the world's toughest problems with data and AI? This is what we do every day at Databricks.</p>
<p>Reporting to the Director of Sales, as an Startup Account Executive at Databricks, you come with relevant experience selling to Enterprise or Commercial/Mid-Market accounts. As a successful candidate you are a self-starter who understands the consumption sales process. Passionate about solving business challenges, you excel at initiating and advancing conversations to value delivery using a defined methodology. Skilled at selling innovation, you guide deals to accelerate decision-making, articulate product value to customers and partners, and collaborate with cross-functional teams to close new business and grow existing accounts.</p>
<p><strong>The impact you will have:</strong></p>
<ul>
<li>Assess your accounts and develop a strategy to identify and engage all buying centers</li>
<li>Use a solution-based approach to selling and creating value for new logo accounts </li>
<li>Be comfortable switching between technical stakeholder and business buyer personas, in order to connect the customers challenges to business value through the entire sales cycle</li>
<li>Identify and close quick wins while managing longer, complex sales cycles</li>
<li>Track all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce</li>
<li>Map the whitespace opportunity across your defined territory, and use methodology to identify the most viable use cases in each account to maximise Databricks impact</li>
<li>Orchestrate and work with teams to maximise the impact on your ecosystem</li>
<li>Build value with all engagements to promote successful negotiations to close point</li>
<li>Be customer-focused by delivering technical and business results using the Databricks Intelligence Platform</li>
</ul>
<p><strong>What we look for:</strong></p>
<ul>
<li>2+ years of experience with relevant software sales in a direct sales role</li>
<li>Experience in working in a Consumption based sales motion</li>
<li>Strong closing experience and evidence of exceeding sales quota </li>
<li>Ability to navigate and be successful in a fast-growing organization</li>
<li>Sales experience within Cloud software, open source technology, or ideally Data and AI space</li>
<li>Experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure and Google Cloud teams in the Italian market</li>
<li>Methods for co-developing business cases and gaining support from C-level Executives</li>
<li>Familiarity with sales methodologies and processes (e.g. Territory and Account planning, MEDDPICC, and value/discovery selling)</li>
<li>Simply articulate intricate cloud technologies</li>
<li>Bachelor's Degree or equivalent experience preferred</li>
<li>Fluent Italian and business English is required</li>
</ul>
<p>Do you want to help solve the world's toughest problems with data and AI? This is what we do every day at Databricks.</p>
<p>Reporting to the Director of Sales, as an Startup Account Executive at Databricks, you come with relevant experience selling to Enterprise or Commercial/Mid-Market accounts. As a successful candidate you are a self-starter who understands the consumption sales process. Passionate about solving business challenges, you excel at initiating and advancing conversations to value delivery using a defined methodology. Skilled at selling innovation, you guide deals to accelerate decision-making, articulate product value to customers and partners, and collaborate with cross-functional teams to close new business and grow existing accounts.</p>
<p><strong>The impact you will have:</strong></p>
<ul>
<li>Assess your accounts and develop a strategy to identify and engage all buying centers</li>
<li>Use a solution-based approach to selling and creating value for new logo accounts </li>
<li>Be comfortable switching between technical stakeholder and business buyer personas, in order to connect the customers challenges to business value through the entire sales cycle</li>
<li>Identify and close quick wins while managing longer, complex sales cycles</li>
<li>Track all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce</li>
<li>Map the whitespace opportunity across your defined territory, and use methodology to identify the most viable use cases in each account to maximise Databricks impact</li>
<li>Orchestrate and work with teams to maximise the impact on your ecosystem</li>
<li>Build value with all engagements to promote successful negotiations to close point</li>
<li>Be customer-focused by delivering technical and business results using the Databricks Intelligence Platform</li>
</ul>
<p><strong>What we look for:</strong></p>
<ul>
<li>2+ years of experience with relevant software sales in a direct sales role</li>
<li>Experience in working in a Consumption based sales motion</li>
<li>Strong closing experience and evidence of exceeding sales quota </li>
<li>Ability to navigate and be successful in a fast-growing organization</li>
<li>Sales experience within Cloud software, open source technology, or ideally Data and AI space</li>
<li>Experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure and Google Cloud teams in the Italian market</li>
<li>Methods for co-developing business cases and gaining support from C-level Executives</li>
<li>Familiarity with sales methodologies and processes (e.g. Territory and Account planning, MEDDPICC, and value/discovery selling)</li>
<li>Simply articulate intricate cloud technologies</li>
<li>Bachelor's Degree or equivalent experience preferred</li>
<li>Fluent Italian and business English is required</li>
</ul>