The impact you will have:

Assess your accounts and develop a strategy to engage all buying centres, driving deals forward and shortening decision cycles.

Use a solution-led approach to create meaningful value for new logo accounts.

Identify and close quick wins while managing longer, complex sales cycles.

Own a defined list of prospects in UKI and build strategies targeting all critical stakeholders.

Support broader customer transformation goals through strategic partnerships, well-scoped services, training, and targeted Executive engagement.

Build strong value throughout the sales process to guide successful negotiation.

Orchestrate cross-functional teams to maximise impact across your ecosystem.

Own the consumption narrative, using demand plans to surface high-value use cases in each account.

Stay customer-centric by delivering both technical and business outcomes through the Databricks Intelligence Platform.

What we look for:

Strong new business development background with a track record of closing and exceeding quota in Public Sector accounts.

Experience navigating Public Sector procurement frameworks and mechanisms.

Background in Cloud software, open source technology, or the Data and AI space.

Experience driving adoption of usage-based SaaS services and co-selling with AWS, Azure, or Google Cloud.

Ability to identify key use cases and buying centres to expand Databricks' value within an organisation.

Methods for co-developing business cases and securing C-level sponsorship.

Experience building strong champions, collaborative teams, and productive partnerships.

Understanding of consumption-based land-and-expand sales models.

Familiarity with robust sales methodologies (e.g., account planning, MEDDPICC, Value Selling) and accurate forecasting.

Demonstrated contributions and a consistent track record of success.

Eligibility for SC clearance (existing clearance is an advantage).

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 click here.

Our Commitment to Diversity and Inclusion

We 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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As an Enterprise Account Executive, you'll develop and execute a proactive outbound cadence that generates ≥50 % of your booked opportunities. You'll uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals. You'll craft and deliver tailored narratives and live demos that map Elastic's Search, Observability, and Security capabilities to measurable business outcomes.

Key responsibilities include:

• Owning your territory & building pipeline
• Deep discovery & qualification
• Value storytelling & demos
• Mutual deal strategy & forecast accuracy
• Executive negotiation & closing
• Domain & cloud acumen
• Cross-functional partnership

We're looking for someone with proven SaaS quota-carrying success, expert discovery & qualification skills, compelling value storytelling abilities, strong negotiation chops, and technical & cloud fluency. Bonus points for prior experience at an open-source or developer-centric infrastructure company, familiarity with observability or security analytics use cases, and genuine appreciation for open-source communities and the Elastic model.

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable). The typical starting OTE range for new hires in this role is $226,500-$358,300 USD.

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