Enterprise Account Executive - DACH

As an Enterprise Account Executive - DACH at Dremio, you will be responsible for achieving sales quotas by developing strategic sales plans tailored for your allocated territory. You'll be tasked with prospecting, developing new sales opportunities, and managing the entire sales process from initial engagement to closure. Your role involves collaborating with marketing teams, providing account management to ensure customer satisfaction, and undergoing ongoing revenue growth through new business. You’ll also need to translate complex client needs into actionable solutions, making effective relationship management and problem-solving key components of your day-to-day.

To qualify for the Enterprise Account Executive - DACH position at Dremio, candidates should have 8-10+ years of sales experience, particularly within data ecosystem software sales to enterprise customers. A solid background in analytics, database management, business intelligence, and related platforms is essential. Proven success in closing complex deals over $1M in annual recurring revenue and a history of hitting annual quotas are key indicators of a strong candidate. It is also crucial to possess exceptional communication and presentation skills, alongside a self-motivated and energetic demeanor to thrive in a fast-paced environment.

Success as an Enterprise Account Executive - DACH at Dremio hinges on your ability to understand clients' unique IT roadmaps and align them with Dremio's innovative solutions. Developing a trustworthy relationship with your clients is essential, so it’s vital to actively listen and adapt your approach based on their feedback. Prospecting efficiently and utilizing your network to uncover new opportunities will also be crucial. Maintaining a proactive mindset and demonstrating your knowledge about data platforms will help you effectively engage with decision-makers and demonstrate your value add.

In the Enterprise Account Executive - DACH role at Dremio, you can expect comprehensive support from cross-functional teams, particularly in marketing and product development. Collaborative initiatives will empower you to drive revenue growth and facilitate new business opportunities. Dremio's culture emphasizes communication, and as such, regular training will ensure you stay updated on emerging technologies and industry trends, equipping you to present these insights to your clients effectively. With access to resources to help you structure and present solutions, your success is a shared goal at Dremio.

Absolutely! The Enterprise Account Executive - DACH position at Dremio is fully remote, allowing you to manage your accounts and engage clients from anywhere in Germany. This flexibility is part of Dremio's commitment to creating an accommodating work environment that fosters productivity and a strong work-life balance. Being remote does not mean you are alone; you'll be part of a collaborative and innovative team culture, leveraging technology and communication tools to stay connected with colleagues and clients alike.

In developing a sales strategy for new clients, I first assess their unique needs through market research and direct conversations. I aim to understand their IT landscape and future goals, allowing me to tailor our offerings to meet those specific requirements. Collaboration with marketing to align campaigns and resources is also key. I prioritize building rapport and trust, understanding that long-term relationships lead to sustained growth.

Managing complex sales cycles requires a structured approach combined with adaptability. I typically segment the sales process into phases, from initial prospecting to final negotiation. I find it crucial to maintain regular communication with all stakeholders involved, ensuring clear expectations and timely follow-ups. My focus is on being consultative, which helps me navigate challenges and objections effectively while keeping the relationship moving forward.

When faced with objections, I first listen carefully to understand the root concern being expressed. Acknowledging and validating their point of view is important, as this builds trust. I then provide relevant information or case studies that counter the objection, demonstrating how our solution can address their specific needs. My goal is always to facilitate a dialogue that leads to a deeper understanding and a collaborative resolution.

I utilize a multi-faceted approach to prospecting, which includes leveraging my existing network, engaging on platforms like LinkedIn, and collaborating with partners in the industry. I also research potential clients to personalize my outreach, ensuring I highlight how our solutions specifically address their challenges. Networking events and trade shows are additional avenues where I can connect with new leads and foster relationships face-to-face, enhancing my outreach efforts.

I prioritize accounts based on various factors, including potential revenue impact, client need urgency, and alignment with our strategic goals. I use a framework that categorizes accounts by size, industry, and readiness to adopt new solutions. Regular reviews of my pipeline help to reassess priorities and ensure I'm dedicating my time to the most promising opportunities while still nurturing long-term relationships.

Collaboration is vital in my sales process. I often work closely with marketing to ensure alignment on messaging and promotions, which helps streamline the buyer's journey. Additionally, collaborating with product teams allows me to provide clients with the most comprehensive insights about our offerings. Building partnerships across departments enhances my ability to deliver tailored solutions, ultimately creating a better experience for clients.

One successful deal I closed involved a complex negotiation with a Fortune 500 client. The key factors included building a genuine relationship with the stakeholders, thorough research of their business challenges, and creating a customized proposal that spoke directly to their pain points. Consistent communication was crucial during the negotiation phase, especially to address concerns and reinforce the value of our solution. This deal not only met their needs but also resulted in great satisfaction and repeat business.

To measure sales success, I primarily focus on key metrics such as quarterly revenue growth, the number of new accounts acquired, the value of total pipeline deals, and client retention rates. Additionally, tracking sales cycle length helps identify bottlenecks in my process, allowing me to refine my approach over time. Understanding these metrics in detail helps align my efforts with overall company goals.

I prioritize continuous learning through various channels. Engaging with industry publications, attending webinars, and participating in networking events are all valuable ways to stay informed. Joining professional organizations and communities also offers insight into emerging trends. Additionally, I make it a practice to exchange knowledge with colleagues, brainstorming and discussing best practices to improve our collective performance in sales.

One of the most challenging aspects of being an Enterprise Account Executive is managing long sales cycles associated with high-stakes deals. Patience and persistence are key, as building relationships and trust takes time. Additionally, staying engaged throughout the sales process can be taxing, particularly when dealing with shifting priorities on the client's side. However, facing these challenges is also rewarding as closing such deals often leads to significant long-term partnerships.