Reporting to the Manager for Startups as an Account Executive at Databricks, you come with relevant experience selling to Start-up and Mid-Market accounts. As a successful candidate, you are a self-starter who understands the consumption sales process. You know how to sell innovation and value to existing customers, identify new use cases and grow consumption and can guide deals forward to compress decision cycles. You love understanding a product in depth and are passionate about communicating its value to customers and partners. Always prospecting for new use cases and opportunities within existing accounts. You will have significant career progression opportunities as part of an innovative business unit supporting fast-growing customers at Databricks.
The impact you will have:
Assess your territory and develop a successful execution strategy within the first 30 days
Drive quarter-on-quarter consumption growth in existing accounts
Exceed activity and quarterly revenue targets
Track all customer details, including use case, purchase time frames, next steps, and forecasting in Salesforce
Identify new use case opportunities and showcase value to existing customers
Work closely with cross-functional engineering and product teams to deliver the most value back to your customers, aligned with the adoption of our platform
Working with system integrators, ISVs and cloud partners to help customers build a world-class data and AI strategy
Drive business and technical consultancy for businesses to scale their data & company strategies effectively
Promote the value of Databricks' Data Intelligence Platform
Ensure 100% satisfaction among all customers
What we look for:
Demonstrated experience driving consumption growth and closing commit deals in a direct sales role
Adept in selling to technical buyers
Experience in relevant software sales roles with a consumption-based sales motion
Some exposure to the software industry and some basic concepts of selling SAAS, Big Data and Business Value
Basic understanding of the data platform and cloud ecosystems
Understanding of the life cycle of a startup and its decision-making process
Experience exceeding sales targets/quotas
Success in closing new accounts while working on existing accounts
General understanding of MEDDPICC
Bachelor's Degree or relevant work experience
About Databricks
Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on [LinkedIn](https://www.linkedin.com/company/databricks), [X](https://x.com/databricks), [YouTube](https://www.youtube.com/@Databricks), and [Instagram](https://www.instagram.com/databricksinc/?hl=en).
Benefits
At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click [here](https://docs.google.com/document/d/154un3e8Xav4BceOSlcYFZRGEuQI54xMxVydRwQn54eQ/edit?usp=sharing).
Our Commitment to Diversity and Inclusion
At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.
Compliance
If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.
Startup
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