Senior Account Executive II

As a Senior Account Executive at Collibra, your main responsibilities will include generating new business from greenfield accounts, expanding existing accounts, and maintaining an active pipeline through effective prospecting. You’ll leverage your public sector expertise to establish credibility among clients, particularly within the Department of Defense. Additionally, you will be pivotal in closing deals, navigating complex sales cycles, and collaborating with customers to drive adoption of Collibra's data management solutions.

To qualify for the Senior Account Executive role at Collibra, candidates must have a bachelor's degree or equivalent experience, along with proven success in achieving SaaS sales quotas in the public sector. It is critical to possess strong data management domain experience and familiarity with the federal landscape, especially the Department of Defense. Additionally, you need an active security clearance or eligibility to obtain one, and U.S. citizenship is necessary for this role.

Success for a Senior Account Executive at Collibra is measured by your ability to rapidly understand and communicate the value of Collibra's Data Intelligence solutions to prospects. Within the first few months, you'll be expected to build your own pipeline, close existing opportunities, and form strong relationships with key executives in your federal territory. Your performance against sales targets and the establishment of trust with clients are critical indicators of success.

At Collibra, you’ll find a supportive and flexible work environment tailored for high growth, where innovation is encouraged and diversity is valued. As part of the public sector sales team, you’ll collaborate with driven colleagues while adopting a consultative sales approach. The company culture promotes inclusion and belonging, ensuring everyone can contribute their unique perspectives to the team's success.

Collibra provides a competitive benefits package for Senior Account Executives that includes a base salary range between $140,000.00 to $175,000.00, along with commission potential. Additional perks encompass equity ownership, a Flex Fund monthly stipend, pension/401k plans, comprehensive health coverage, and generous time off. Collibra also prioritizes creating a supportive work-life balance through diverse benefit offerings.

When discussing your experience in SaaS sales for the public sector, be specific about your achievements, such as exceeding quotas and the types of accounts you have worked with. Highlight your understanding of federal regulations and how your solutions have provided value to government clients, especially in the Department of Defense.

In your response, discuss specific strategies you’ve used to engage C-level executives. Mention how you’ve navigated complex sales cycles by understanding their challenges, delivering tailored solutions, and maintaining consistent communication to build trust over time.

Share actionable tactics you’ve deployed for prospecting new clients, such as leveraging your network, cold calling, or utilizing social media. Explain how you research potential clients and tailor your outreach to resonate with their specific needs and initiatives.

Provide a concrete example of a challenging sales scenario and the steps you took to navigate it. Explain the strategies you employed to address objections, engage stakeholders, and ultimately close the deal, highlighting your resilience and problem-solving skills.

Discuss your methodology for managing your sales pipeline effectively, including how you prioritize leads, follow up at the right times, and consistently nurture relationships. Share tools or software you’ve used in the past that have helped you track and maintain your pipeline.

Detail how you keep up with industry trends through continuous learning, networking, industry publications, and attending seminars or conferences. Being well-informed showcases your commitment to understanding the ever-evolving public sector landscape.

Express your enthusiasm for Collibra’s mission and values. Discuss how the company’s commitment to data management aligns with your professional goals, and mention specific aspects of Collibra’s work culture or market position that excite you.

Address how you perceive rejection as part of the sales process. Discuss your ability to learn from rejections, refine your approach, and move on to the next opportunity while maintaining a positive attitude.

Share insights on factors that contribute to sales success in the public sector, such as understanding regulatory compliance, building strong relationships, and possessing a consultative approach that focuses on the client’s unique mission and objectives.

Outline your process for introducing Collibra’s offerings, focusing on understanding the client’s challenges first. Discuss how you would tailor your pitch to showcase how Collibra’s solutions can effectively meet their goals and enhance their data management strategy.