Emerging Enterprise Core Account Executive

The shape of it

In the posting’s own words

As an Emerging Enterprise Account Executive at Databricks, you'll own a book of 10 to 20 mid-sized Canadian companies that are already building on Databricks. These are enterprises and growth companies that are modernizing their data platforms and putting AI from POC to Production.

What it asks for · 10

• 3+ years of full-cycle, quota-carrying B2B sales experience, ideally in data, cloud, AI, or SaaS infrastructure
• A track record of meeting or beating quota, with deals you can walk through in detail: who the buyer was, what you found in discovery, how you structured it, and why it closed
• Experience growing existing accounts and landing new business in the same territory
• Comfort with consumption or usage-based models, or a clear understanding of how they differ from seat-based licensing
• Enough technical depth to run a standard product demo, sketch a basic cloud data architecture, and know when to bring in your SA
• Experience selling to business stakeholders and executives, not only technical teams
• Hands-on use of AI tools in your current sales process. We'll ask you to show us how you use them.
• Experience working with partners such as cloud providers, GSIs, or ISVs as part of how you run deals
• Resilience, curiosity, and coachability. You take feedback, change your approach, and keep going when a deal stalls.
• Familiarity with MEDDPICC or a similar qualification framework

What the job covers

• Build a territory and account plan within your first 30 days that ranks your accounts by consumption potential and names your top use case targets.
• Grow consumption across your book by finding new workloads and teams, then partnering with your SA to move use cases from scoping to production.
• Close commit deals on your own, from first-time Jumpstart commits to multi-year agreements, and bring in your manager and deal desk on the more complex ones.
• Build net new pipeline every quarter through prospecting and account development.
• Build Business Value Assessments and ROI cases that tie Databricks to outcomes your buyer's CFO and Line of Business leaders cares about.
• Own customer relationships up to the C level, and go beyond the technical buyer into lines of business.
• Lead customer use case delivery with Professional Services and partners (GSIs, AWS, Azure, GCP) to keep implementations on schedule.
• Forecast accurately. Keep Salesforce, use case stages, and MEDDPICC current so your forecast holds up on a call.
• Use AI tools every day for account research, call prep, outreach, and pipeline management, so you can spend more time with customers.

Tools and skills named

Words the posting leans on

• business7×
• account6×
• case5×
• deals5×
• customer4×
• data4×
• experience4×
• sales4×
• technical4×
• build3×
• buyer3×
• cloud3×
• consumption3×
• enterprises3×
• keep3×
• partners3×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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