On-site
SaaS
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About this role
SLSQ427R568
Candidates in the listed location(s) are encouraged for this role
Remote - TX
As a Strategic Enterprise Account Executive at Databricks, you are a sales professional experienced in leading go-to-market campaigns in Fortune 500 accounts. You know how to sell innovation and change through customer vision expansion and can guide deals forward to compress decision cycles.
You love understanding a product in depth and are passionate about communicating value to Customers and System Integrators.
Databricks operates at the leading edge of the Unified Data Analytics and AI space. Our customers turn to us to lead the accelerated innovation that their businesses need to gain first mover advantage in today’s ultra-competitive landscape.
As we continue our rapid expansion, we are looking for a creative, execution-oriented Strat Enterprise Account Executive - TTH vertical to join the Databricks team and maximize the phenomenal market opportunity that exists for DatabricksReporting to our Director, Enterprise you will map to a strategic customer.
You will come with an informed point of view on Big Data, Advanced Analytics and AI which will help to guide your successful execution strategy and allow you to provide genuine value to the client
The impact you will have:
Build relationships with CIOs, IT executives, LOB executives, Program Managers, and other important partners. Drive value-based growth within the accounts Expand the Databricks footprint into new business units and use cases. Exceed activity, pipeline, and revenue targets. Track all customer details including use case, purchase time frames, next steps, and forecasting in Salesforce.
Use a solution-based approach to selling and creating value for customers. Promote Databricks’ Data Intelligence Platform powered by Apache Spark™ and Delta Lake Enable orgs to democratize insights from their data through AI-powered business intelligence, natively integrated into the Databricks Platform. Prioriti
Tools & Tech Stack
Commission Structure
Base Salary
Not disclosed — ask in interview
Commission
Structure not specified
Ramp Period
Not mentioned — clarify timeline
Accelerators
Yes
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
Role Signals
Green Flags
Location flexibility
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAs an Account Executive with Databricks, you'll own the entire revenue pipeline and be measured on quota attainment.
Expect to work with recurring revenue models where customer retention is as important as acquisition.
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