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About the Role
The Senior Enterprise Account Executive is a quota-carrying sales position responsible for exceeding goals by generating and closing new opportunities and increasing Starburst's market awareness. We seek motivated, focused, and coachable sales professionals experienced in the full software sales cycle, including prospecting, value proposition articulation, pilot management, business case development, negotiation, and closing.
Responsibilities
- Drive new business opportunities for selling Starburst software and services engagements within assigned territory
- Develop and implement a sales strategy against assigned territory and/or targeted list of customers
- Develop a deep understanding of, and effectively articulate, the Starburst offering and value proposition in the market
- Constantly focused on pipeline generation within the territory to ensure long term success
- Interact with and leverage the Channel and Alliance partner community to find new opportunities and drive existing deals to close
- Manage opportunities through the sales cycle from initial inquiry to forecasted pipeline to deal design and close
- Meet quarterly and annual revenue objectives for your territory
- Provide continuous updates on all active accounts and report on sales, activities, status, and progress on a regular basis (via CRM, webex or in-person)
- Maintain a high level of customer satisfaction and reference-ability
- Travel for client visits and presentations
Requirements
- 5+ years of progressive SaaS software sales experience to companies
- Track record of success in closing business in mid to large accounts with complex buying processes
- Excellent negotiation, analytical, financial, and organizational capabilities
- Able to thrive in an evolving, entrepreneurial structure and environment
- Outstanding verbal and written communication skills
- Ability to work at both a tactical and strategic level
- Must possess a can-do, self-starter mentality in a highly collaborative atmosphere
- Have experience working in high growth early-stage companies
- Ability to Travel: This role will require 25% in-person travel for purposes including but not limited to new hire onboarding, team and department offsites, customer engagements, and other company events. Actual travel expectations may vary by role and business needs.
Skills
- Data analytics software experience
- Business intelligence software experience
- Database/data warehousing platforms experience
Location
- Remote - Los Angeles
- Remote - San Diego
- Remote - San Francisco
Work Type
- Remote
- Full-time
Experience Level
- Senior
Salary/Compensations
- $150,000—$175,000 USD
Benefits
- All employees receive equity packages (ISOs)
- Comprehensive benefits offering
- Competitive pay
- Attractive stock grants
- Flexible paid time off
About the Company
- Starburst delivers enterprise intelligence at scale by giving organizations secure, governed access to all their data, wherever it lives.
- Built for distributed data environments, Starburst helps enterprises power AI and analytics without the cost and complexity of traditional data consolidation.
- With open standards including Trino and Apache Iceberg, Starburst enables trusted access to complete enterprise context while helping organizations avoid vendor lock-in.
- Leading global enterprises trust Starburst to fuel AI, analytics, and enterprise intelligence.
- Learn more at starburst.ai.
Equal Opportunity
- 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.