Databricks is looking for an Enterprise Account Executive to join us in Melbourne, Australia. This role is designed as a Hunter role. As a Hunter at Databricks you are pivotal in driving the company's growth by acquiring new customers and expanding into new territories. You will focus on converting prospects into customers and driving the initial consumption of Databricks' services. You will report to Director, Enterprise.
The Impact You Will Have:
- Activating New Databricks Customers: Get customers to their first First dollar, or Databricks Unit as we like to call it, and accelerate Pay-as-you-go customers past their initial use-cases.
- 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
Key Responsibilities:
- Prospecting and Lead Generation: Use various strategies and resources, such as intent signals, territory 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, particularly in acquiring new customers and expanding into new territories. Demonstrable experience in selling innovation, ideally in Big Data, Cloud, or SaaS 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 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.
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, please visit https://www.mybenefitsnow.com/databricks.
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.