Enterprise Account Executive

Responsibilities

The Enterprise Account Executive is responsible for driving consumption and expanding the company's footprint within existing customer accounts. They will manage the full sales cycle, from prospecting and lead generation to closing strategic deals and coordinating with cross-functional teams.

Requirements

Candidates must have a proven track record in sales, specifically within digital native accounts and data-centric technologies like AI/ML or cloud platforms. Strong prospecting, technical communication skills, and the ability to work effectively in a consumption-first sales environment are required.

Skills

• Sales
• Prospecting
• Lead generation
• Account planning
• Pipeline management
• Sales execution
• Technical acumen
• Data platforms
• AI/ML
• Big data
• Cloud technology
• Customer engagement
• Strategic planning
• Cross-functional collaboration
• Salesforce

Benefits

• Comprehensive benefits and perks

About this role

SLSQ328R136
Databricks is looking for an Enterprise Account Executive to join us in Sydney, Australia. This role is designed as a Core role. As a Core rep at Databricks, you are pivotal in driving the company's growth by expanding our footprint with existing customers. You will focus on converting prospects into customers and driving the initial consumption of Databricks' services. You will report to the Director of Enterprise Sales.
The Impact You Will Have:
Driving Consumption: Help customers derive value from the platform by identifying key use cases and increasing usage.
Securing Strategic Committed Deals: Identify, structure and close opportunities to co-invest in high-priority initiatives to accelerate and de-risk projects delivery
Prospecting and Lead Generation: Use various strategies and resources, such as intent signals, account planning, and leveraging customer stories, to effectively prospect and target leads.
Prospect Engagement: Leverage BDRs, Marketing and Network to build relationships with key prospects in territory to displace incumbent technologies.
Sales Execution: Conduct first meetings with compelling POVs to create urgency for change. Create territory and account plans to prioritise pursuits. Engage in activities such as roundtables, bootcamps and industry events to build relationships and progress pipeline.
Pipeline Management: Maintain an accurate and updated Salesforce (SF) pipeline, create proof of concepts (POCs), and manage the sales cycle from initial contact to closing the deal.
Collaboration: Engage with architects, professional services engagement managers coordinate demand planning sessions, and align with executive sponsors to ensure a comprehensive approach to customer success.
What We Look For:
Characteristics:
Takes initiative, is proactive and drives.
Unwavering Prioritisation & Grit.
Detail-oriented.
Creative
Coachability
Open to Change and uncertainty
Experience: Proven track record in sales, ideally with Digital Natives accounts. Demonstrable experience in selling innovation, ideally in Data Platforms, AI/ML, Big Data, or Cloud technology in a consumption-first world.
Skills: Strong prospecting, lead generation, and customer engagement skills. Ability to drive consumption and secure first-time commits.
Collaboration: Ability to work effectively with cross-functional teams, including GDRs and Customer Success teams.
Technical Acumen: Understanding of Databricks' platform and the ability to communicate its value to customers.
About Databricks
Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn, X, YouTube, and Instagram.

Benefits

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.

Our Commitment to Diversity and Inclusion
At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.
Compliance
If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

About Databricks

Software Development · 5,001-10,000 employees · headquartered in San Francisco, CA