Startup Account Executive

SLSQ426R103

Do you want to help solve the world's toughest problems with data and AI? This is what we do every day at Databricks.

Reporting to the Director of Sales, as an Startup Account Executive at Databricks, you come with relevant experience selling to Enterprise or Commercial/Mid-Market accounts.  As a successful candidate you are a self-starter who understands the consumption sales process. Passionate about solving business challenges, you excel at initiating and advancing conversations to value delivery using a defined methodology. Skilled at selling innovation, you guide deals to accelerate decision-making, articulate product value to customers and partners, and collaborate with cross-functional teams to close new business and grow existing accounts.

The impact you will have:

• Assess your accounts and develop a strategy to identify and engage all buying centers

• Use a solution-based approach to selling and creating value for new logo accounts 

• Be comfortable switching between technical stakeholder and business buyer personas, in order to connect the customers challenges to business value through the entire sales cycle

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

• Track all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce

• Map the whitespace opportunity across your defined territory, and use methodology to identify the most viable use cases in each account to maximise Databricks impact

• Orchestrate and work with teams to maximise the impact on your ecosystem

• Build value with all engagements to promote successful negotiations to close point

• Be customer-focused by delivering technical and business results using the Databricks Intelligence Platform

What we look for:

• 2+ years of experience with relevant software sales in a direct sales role

• Experience in working in a Consumption based sales motion

• Strong closing experience and evidence of exceeding sales quota 

• Ability to navigate and be successful in a fast-growing organization

• Sales experience within Cloud software, open source technology, or ideally Data and AI space

• Experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure and Google Cloud teams in the Italian market

• Methods for co-developing business cases and gaining support from C-level Executives

• Familiarity with sales methodologies and processes (e.g. Territory and Account planning, MEDDPICC, and value/discovery selling)

• Simply articulate intricate cloud technologies

• Bachelor's Degree or equivalent experience preferred

• Fluent Italian and business English is required