Enterprise Land Account Executive

About the role

Dremio is seeking Enterprise Land Account Executives who are excited to manage a large region of prospective enterprise customers across many verticals. Individuals who excel at this role have the ability to generate pipeline (via email, phone, network, partner ecosystem), develop, and close business while focusing on the clients' requirements. The Enterprise Land AEs must be passionate about aligning our solution with the clients requirements and have the ability to negotiate and close large agreements.

This role is a unique opportunity to contribute in a meaningful way to high visibility, high impact projects in a fast growing segment of our business. Dremio is an innovative, high-growth, customer-focused company in a large and growing market.

What you'll be doing

• Achieve sales quotas for allocated accounts on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional sales plan.
• Develop marketing plans with the marketing team to drive revenue growth.
• Network with Dremio partners to develop and close business
• Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Dremio solution.
• Prospect qualification and the development of new sales opportunities and ongoing revenue streams.
• Arrange and conduct initial Executive and CxO discussions and positioning meetings.
• Communicate, collaborate and direct Business Development resources to build pipeline
• Work with Solutions Architect counterpart to close business
• Run successful POC cycles
• Sales process management and opportunity closure.
• Ongoing account management to ensure customer satisfaction and drive additional revenue streams.
• Be familiar with solution-based selling, have experience managing a complex sales process and possess excellent presentation, listening, organization, and contact management skills.

What we're looking for

• 4-5 years' experience selling software or cloud based applications to the enterprise
• Emphasis on cloud, databases, business intelligence software, data warehousing, "Big Data" is desired
• Experience developing and closing enterprise deals
• Experience hitting quota of $700k+ of ARR per year
• A track record of success in driving consistent activity, pipeline development and quota achievement
• Experience determining customer requirements and presenting appropriate solutions
• Self-starter with high energy/positive attitude
• Excellent verbal and written communication, presentation, and relationship management skills
• Ability to thrive in fast-paced startup environment
• BA/BS desired

What we offer

• Medical, dental and vision insurance
• 401(k) Plan
• Short term / long term disability and life insurance
• Pre-IPO stock options
• Flexible PTO
• 16 hours of volunteer time off
• 12 company paid holidays, including Juneteenth
• Remote work options
• Monthly "Get Stuff Done" (GSD) Days
• Paid parental leave
• Employee Assistance Program (EAP)
• Quarterly swag surprise

**Certain benefits are only allowed to full-time Dremio employees and may not be the same across all locations. #LI-NR1

The compensation range for this position is $76,500 to $103,500 per year. The base pay actually offered will take into account internal equity and also may vary depending on the candidate's geographic region, job-related knowledge, skills, and experience among other factors. Depending on the position offered, the on target earnings (OTE) may include a bonus or commission.