What are the responsibilities and job description for the Strategic Enterprise Account Executive - East position at Dremio?
Be Part of Building the Future
Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises, including Maersk, Amazon, Regeneron, NetApp, and S&P Global. Customers rely on Dremio for cloud, hybrid, and on-prem lakehouses to power their data mesh, data warehouse migration, data virtualization, and unified data access use cases. Based on open source technologies, including Apache Iceberg and Apache Arrow, Dremio provides an open lakehouse architecture enabling the fastest time to insight and platform flexibility at a fraction of the cost. Learn more at www.dremio.com.
About the role
Dremio is seeking a Strategic Account Executive in the New England market to manage a large region and drive sales of a category-defining product to F1000/Global 2000 customers. Individuals who excel at this job have the ability to generate pipeline (via email, phone, network, partner ecosystem), develop, and close business while focusing on the clients' requirements. The Strategic Enterprise AE must be passionate about aligning our solution with the clients requirements and have the ability to negotiate and close large agreements.
This role is a unique opportunity to grow your own region by taking ownership of Strategic Accounts and drive further revenue through net new market development. Dremio is an innovative, high-growth, customer-focused company in in one the hottest areas of data.
What you'll be doing
- Achieve sales quotas for allocated accounts by developing a sales strategies in the allocated territory with a target prospect list and a regional sales plan
- Partner with marketing teams to drive revenue growth
- Be the trusted advisor to the customer by understanding their existing and future IT roadmap
- Prospect qualification and the development of new sales opportunities and ongoing revenue streams
- Arrange and conduct initial Executive and CxO discussions and positioning meetings
- Driving the sales process from initial prospect to opportunity closure
- Ongoing account management to ensure customer satisfaction and drive additional revenue streams
- Be familiar with solution-based selling, have experience managing a complex sales process and possess excellent presentation, listening, organization, and contact management skills
What we're looking for
- 8-10 years of sales experience selling data ecosystem software to enterprise customers
- Background in Analytics, DB, BI, DWH, DLH, Data Catalog or some kind of Data Platform is essential
- Proven track record selling and building relationships with Fortune 500 corporations
- Track record of hitting annual quota
- Experience closing complex $1m ARR deals with 9 month sales cycles
- Self starter with high energy/positive attitude
- Excellent verbal and written communication, presentation, and relationship management skills
What we offer
- Medical, dental and vision insurance
- 401(k) Plan
- Short term / long term disability and life insurance
- Pre-IPO stock options
- Flexible PTO
- 16 hours of volunteer time off
- 12 company paid holidays, including Juneteenth
- Remote work options
- Monthly "Get Stuff Done" (GSD) Days
- Paid parental leave
- Employee Assistance Program (EAP)
- Quarterly swag surprise
**Certain benefits are only allowed to full-time Dremio employees and may not be the same across all locations.
The On-Target Earnings (OTE) for this position is around $350,000 per year, which includes an annual base salary and on-target commission. The base pay actually offered will take into account internal pay parity and also may vary depending on the candidate's geographic region, job-related knowledge, skills, and experience among other factors.
#LI-Remote #LI-EH1 #LI-Boston
What we value
At Dremio, we hold ourselves to high standards when it comes to People, Thinking, and Action. Our Gnarlies (that's what we call our employees) communicate with clarity, drive accountability, and are respectful towards each other. We confront brutal facts and focus on results while operating with a sense of urgency and building a "flywheel". People who like to jump in and drive momentum will thrive in our #GnarlyLife.
Dremio is an equal opportunity employer supporting workforce diversity. We do not discriminate on the basis of race, religion, color, national origin, gender identity, sexual orientation, age, marital status, protected veteran status, disability status, or any other unlawful factor.
Dremio is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request accommodation due to a disability, please inform your recruiter.
Dremio has policies in place to protect the personal information that employees and applicants disclose to us. Please click here to review the privacy notice.
Important Security Notice for Candidates
At Dremio, we uphold trust and transparency as paramount values in all our interactions with customers, partners, employees, and the general public. We have been targeted by individuals creating fake domains similar to ours to scam prospects and candidates. Please note that all official communications from us will be from an @dremio.com domain. If you suspect you've been targeted by a scam, it's imperative to report the incident to your local law enforcement agencies. For more information about this type of scam, please refer to Dremio's official statement here.
Dremio is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the Company.
Salary : $350,000