Sales Jobs

    Startup Hunter Account Executive

    Databricks

    🇨🇦 Ontario, Canada
    SaaS
    Hybrid
    See your match score
    Posted Today
    Work Type

    On-site

    Vertical

    SaaS

    Source

    greenhouse

    About this role

    SLSQ427R348

    As a Startup Account Executive at Databricks, you get to work with some of the most exciting, disruptive companies using data to change the world. You are creative and self-motivated with experience running both transactional and strategic sales processes. 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 its value to customers and partners. Always prospecting for new opportunities, you will close new accounts while expanding existing accounts. Along with the chance to close exciting deals, we also offer accelerators above 100% quota accomplishment. You will report to a regional sales manager.

    The impact you will have:
    • Build a territory plan by 30 days with a clear account prioritization strategy.
    • Align both new and existing customers with the Lakehouse vision and ecosystem.
    • Be able to range from faster transactions to large strategic deals.
    • Meet and exceed activity, pipeline, and revenue targets; you will be expected to prospect in this role.
    • Maintain clear Salesforce and Clari hygiene including use case, MEDDPICC, revenue forecasts, and account notes.
    • Lead with a customer first mindset and focus on business value
    What we look for:
    • 1+ years of closing sales experience
    • Prior experience in big data, Cloud, or SaaS sales
    • Be able to quickly learn new technologies and value proposition
    • Experience exceeding sales KPIs and quotas
    • Success closing new accounts while

    Tools & Tech Stack

    Salesforce
    Clari

    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

    SMB / Transactional

    Under 1 month, high-velocity closing

    Prospecting

    Channel / Partner

    Sell through partners, resellers, or alliances

    Buyer Persona

    Manager-Level

    Departmental buyers and team leads

    Territory

    Geographic

    Region-based territory assignment

    Requirements at a Glance

    Prospecting·Required skill

    Typical Day — Account Executive

    Stakeholder meetings3–5/week
    Executive presentations2–3/week
    Business cases & RFPs1–2/week
    Forecast & pipeline2×/week
    Champion coachingDaily

    Estimates based on role type and selling motion — actual may vary by company.

    Role Signals

    Green Flags

    ✓
    Existing Book

    Inherit existing accounts

    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

    ARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic Number

    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

    Commercial & Mid-Market Sales
    —

    Walk me through your discovery process.

    Template question
    —

    How do you handle a prospect who goes silent mid-deal?

    Template question
    —

    Tell me about your largest closed deal and the sales cycle.

    Template question
    —

    How do you build business cases for stakeholders?

    Template question
    —

    Describe a deal you lost and what you learned.

    Template question
    Research Databricks's product, recent news, and key competitors
    Prepare metrics: quota attainment %, average deal size, win rate
    Practice a 2-minute product demo pitch for a mock discovery call
    Review the job description and map your experience to each requirement
    Role Insights

    As 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.

    The Canadian sales market is growing rapidly, with competitive compensation increasingly matching US benchmarks.

    Are you a closer?

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