On-site
SaaS
arbeitnow
About this role
SLSQ327R89
Location: London (potential relocation to Dubai in 2027)
Do you want to help solve the world’s toughest problems with Data and AI? That’s what we do every day at Databricks.
Reporting to the Middle East and Africa sales leadership team, you’ll partner with a team of accomplished Data, AI and industry specialists. Your mission is to drive the adoption of Databricks across a select group of organisations. We’re looking for a proven Enterprise Account Executive to join our team in London (relocation to Dubai expected early 2027) to deliver net-new strategic business, bringing an informed point of view on Data and Advanced Analytics. Your insight will shape winning strategies and together with our teams and partners enable you to deliver exceptional value to customers.
The impact you will have:
- Assess your accounts and develop a strategy to engage all buying centres, driving deals forward and shortening decision cycles
- Use a solution-led approach to create meaningful value for new logo accounts
- Identify and close quick wins while managing longer, complex sales cycles
- Own a defined list of prospects and build strategies targeting all critical stakeholders
- Support broader customer transformation goals through strategic partnerships, well-scoped services, training, and targeted Executive engagement
- Build strong value throughout the sales process to guide successful negotiation
- Orchestrate cross-functional teams to maximise impact across your ecosystem
- Own the consumption narrative, using demand plans to surface high-value use cases in each account
- Stay custome
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
Territory
Greenfield
Build territory from scratch — net-new logos
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
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 questionAccount Executives are the revenue engine of any sales organization — this role will require strong pipeline management and closing skills.
Top SaaS reps often earn significant upside through accelerators once quota is exceeded.
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