As a Named Hunter Account Executive, Retail at Databricks, you will be a strategic sales professional experienced in selling into Retail & Consumer Packaged Goods accounts. Your key responsibilities will include assessing your accounts and developing a strategy to identify and engage all buying centres, using a solution-based approach to selling and creating value for new logo accounts, and being comfortable switching between technical stakeholder and business buyer personas.
\nYou will be responsible for identifying and closing quick wins while managing longer, complex sales cycles, tracking all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce, and mapping the whitespace opportunity across your defined territory, and using methodology to identify the most viable use cases in each account to maximise Databricks impact.
\nYou will also be responsible for orchestrating and working with teams to maximise the impact on your ecosystem, building value with all engagements to promote successful negotiations to close point, and being customer-focused by delivering technical and business results using the Databricks Intelligence Platform.
\nTo succeed in this role, you will need 5+ years of enterprise sales experience exceeding quotas, covering relevant accounts and industries, strong closing experience and evidence of exceeding sales quota, sales experience within Cloud software, open source technology, or ideally Data and AI space, methods for co-developing business cases and gaining support from C-level Executives, familiarity with sales methodologies and processes, and the ability to simply articulate intricate cloud technologies.
\nThe pay range for this role is $245,200-$337,150 USD, and the total compensation package may also include eligibility for annual performance bonus, equity, and benefits.
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\nThe impact you will have:
\nAssess your accounts and develop a strategy to engage all buying centres, driving deals forward and shortening decision cycles.
\nUse a solution-led approach to create meaningful value for new logo accounts.
\nIdentify and close quick wins while managing longer, complex sales cycles.
\nOwn a defined list of prospects in UKI and build strategies targeting all critical stakeholders.
\nSupport broader customer transformation goals through strategic partnerships, well-scoped services, training, and targeted Executive engagement.
\nBuild strong value throughout the sales process to guide successful negotiation.
\nOrchestrate cross-functional teams to maximise impact across your ecosystem.
\nOwn the consumption narrative, using demand plans to surface high-value use cases in each account.
\nStay customer-centric by delivering both technical and business outcomes through the Databricks Intelligence Platform.
\nWhat we look for:
\nStrong new business development background with a track record of closing and exceeding quota in Public Sector accounts.
\nExperience navigating Public Sector procurement frameworks and mechanisms.
\nBackground in Cloud software, open source technology, or the Data and AI space.
\nExperience driving adoption of usage-based SaaS services and co-selling with AWS, Azure, or Google Cloud.
\nAbility to identify key use cases and buying centres to expand Databricks' value within an organisation.
\nMethods for co-developing business cases and securing C-level sponsorship.
\nExperience building strong champions, collaborative teams, and productive partnerships.
\nUnderstanding of consumption-based land-and-expand sales models.
\nFamiliarity with robust sales methodologies (e.g., account planning, MEDDPICC, Value Selling) and accurate forecasting.
\nDemonstrated contributions and a consistent track record of success.
\nEligibility for SC clearance (existing clearance is an advantage).
\nBenefits
\nAt 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 click here.
\nOur Commitment to Diversity and Inclusion
\nWe are committed to fostering an inclusive and diverse work environment where everyone feels valued, respected, and empowered to contribute their best work. We believe that diversity and inclusion are essential to our success and are committed to creating a workplace where everyone can thrive.
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\nReporting to the Director of Enterprise Sales, you will be responsible for driving strategic growth and expanding our footprint across the region's most critical enterprise accounts.
\nKey responsibilities include:
\nAssessing your list of assigned accounts and developing a strategy to execute against it Building a customer base, identifying and closing new logo opportunities Leading your customers and partners to identify impactful big data and AI use cases whilst proving out their value on the Databricks Lakehouse platform Identifying land opportunities and developing the expand / consumption use cases Orchestrating and utilising internal teams to maximise the impact on your ecosystem Building exceptional value with all engagements to guide successful negotiations to close point
\nRequirements include:
\nMinimum 5+ years of experience selling SaaS solutions to Enterprise Customers Extensive experience and strong performance in new logo hunting Experience working in Big Data, Cloud, or SaaS industries with some technical sales experience Successful experience selling complex software deals and quota over-achievement Understanding of consumption based land and expand sales models is advantageous Knowledge of the Data & AI space with some technology sales experience Evidence of creating demand that delivered substantial business value Experience of following robust sales methodologies and process, e.g. account planning, MEDDPICC, Value Selling and accurate forecasting Experience of building effective champions, collaborative teams and partnerships to support execution of your territory plan Understanding of how to identify all key uses cases and buying centres in an opportunity to increase the impact of Databricks in an organisation Fluency in business English and a Nordic language is required
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