Mid-Market Account Executive

About Starburst

At Starburst, we are working to dismantle the status quo of data silos and vendor lock-in every single day. For decades, database companies have held their customers hostage and we believe that’s just plain wrong. Starburst offers a full-featured data lake analytics platform, built on open source Trino. Our platform includes all the capabilities needed to discover, organize, and consume data without the need for time-consuming and costly migration projects. Today more than 300 leading organizations trust us to make better decisions faster. 

Though Starburst has raised $414M in venture funding from top investors, we were founded in a rather unusual way as we bootstrapped the business with customers and revenue from the very beginning! We are a remote-first company with employees all over the world and are proud to be named a Best Place to Work. Come join our team of All-Stars!

About the role

Mid-Market AE drives conversations with new customers exploring the Starburst products, as well as nurturing, driving increased adoption and expansion with existing users. Mid-market AE’s also are responsible for outbound full cycle closing in the market under $2 Billion in revenue across Starburst ICP.

Account Executives will work cooperatively with internal departments (sales, presales, support, and professional services) to improve the growth of the business and to identify solutions that serve the best interests of our customers at Starburst. 

• Meet and exceed quarterly & annual sales target by executing Starburst’s goal to grow the usage of Galaxy & Starburst Enterprise
• Facilitate customer and prospect needs through Galaxy handraisers (qualified, website form, high SLA MQLs) identifying the most effective way guide customers in their Starburst product exploration
• Work to develop inbound and outbound campaigns for Galaxy to targeted Mid-market prospects
• Drive incremental adoption and retention within accounts by identifying new use cases, onboarding issues, and enabling feature adoption
• Become strategic customer advisor to drive overall product engagement and meet our customer's company objectives and growth initiatives
• Create, strengthen and expand relationships within customer accounts that will create greater visibility and grow the partnership between Starburst and the account
• Understand market consistencies and communicate across internal stakeholders to develop best in breed long-term solutions for Starburst customers

• 2+ year of closing experience in sales; data infrastructure, data analytics or software preferred
• Creative in how you map and break into accounts
• Able to learn from feedback and champion a growth mindset
• Comfortable operating in a highly technical, fast paced environment
• Experienced in carrying quota, with a proven track record of success
• Vigorous, curious, “gritty”, optimistic, self-starter, coachable teammate
• Excellent verbal and written communication skills
• Experience using Salesforce.com
• College degree or equivalent work experience
• Familiarity with open source technology a plus

Why build your career at Starburst?

We live by our three core company values: Character, Competence, and Ownership and are a team of top performers. We are each in the driver’s seat, shaping our organization and working together towards our common mission. We are solving exceptionally complex and meaningful challenges here and as we innovate, we each have the opportunity to build our careers alongside Starbursts’s growth.

We take care of our global workforce by making sure employees enjoy competitive salaries and attractive stock grants, remote-friendly work options, flexible paid time off, and more!

We are committed to fostering an intentional, inclusive, and diverse culture that drives deep engagement, authentic belonging, and an exceptional All-Star experience. We believe that diversity of thought, perspective, background and experience will enable us to own what we do, drive our success and empower our All-Stars to show up for one another authentically in all moments that matter.

Starburst provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

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