Startup Hunter Account Executive
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What you'll do
- Assess your accounts and develop a strategy to identify and engage all buying centers
- Use a solution-based approach to selling and creating value for new logo accounts
- 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
- Identify and close quick wins while managing longer, complex sales cycles
- Track all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce
- 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
- Orchestrate and work with teams to maximise the impact on your ecosystem
- Build value with all engagements to promote successful negotiations to close point
- Be customer-focused by delivering technical and business results using the Databricks Intelligence Platform
What they're looking for
- 2-3 years of Startup/ Emerging Enterprise Sales experience exceeding quotas, covering Singapore/ SEA accounts or territory
- Experience in working in a consumption-based sales motion
- Strong closing experience and evidence of exceeding sales quota
- Ability to navigate and be successful in a fast-growing organization
- Sales experience within Cloud software, open source technology, or ideally Data and AI space
- Experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure and Google Cloud teams
- Methods for co-developing business cases and gaining support from C-level Executives
- Familiarity with sales methodologies and processes (e.g. Territory and Account planning, MEDDPICC, and value/discovery selling)
- Simply articulate intricate cloud technologies
Nice to have
- Bachelor's Degree or equivalent experience preferred
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
SLSQ127R134
Do you want to help solve the world's toughest problems with data and AI? At Databricks, we do this every day.
As a Startup Hunter Account Executive at Databricks, you come with relevant experience selling to Startups/Commercial/Mid-Market accounts. As a successful candidate, you are a self-starter who understands the 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 in ASEAN market.
You will report to the Sr. Manager, Emerging Enterprise & DNB
The impact you will have:
- Assess your accounts and develop a strategy to identify and engage all buying centers
- Use a solution-based approach to selling and creating value for new logo accounts
- 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
- Identify and close quick wins while managing longer, complex sales cycles
- Track all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce
- 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
- Orchestrate and work with teams to maximise the impact on your ecosystem
- Build value with all engagements to promote successful negotiations to close point
- Be customer-focused by delivering technical and business results using the Databricks Intelligence Platform
What we look for:
- 2-3 years of Startup/ Emerging Enterprise Sales experience exceeding quotas, covering Singapore/ SEA accounts or territory
- Experience in working in a consumption-based sales motion
- Strong closing experience and evidence of exceeding sales quota
- Ability to navigate and be successful in a fast-growing organization
- Sales experience within Cloud software, open source technology, or ideally Data and AI space
- Experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure and Google Cloud teams
- Methods for co-developing business cases and gaining support from C-level Executives
- Familiarity with sales methodologies and processes (e.g. Territory and Account planning, MEDDPICC, and value/discovery selling)
- Simply articulate intricate cloud technologies
- Bachelor's Degree or equivalent experience preferred
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, X, YouTube, and Instagram.
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.
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.
Company
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