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About the Role
As an Emerging Enterprise Account Executive at Databricks, you will manage a portfolio of 10-20 mid-sized Canadian companies actively using or planning to use Databricks. You will lead the full sales cycle, from discovery to close, partnering with a Solutions Architect. This role requires credibility in conversations with both technical and business leaders, and success is measured by customer consumption, not just contract signing.
Responsibilities
- Build a territory and account plan within the first 30 days, prioritizing accounts by consumption potential and identifying top use case targets.
- Grow consumption across your assigned accounts by identifying new workloads and teams, and collaborating with your SA to move use cases from scoping to production.
- Close commit deals independently, ranging from initial Jumpstart commits to multi-year agreements, escalating complex deals to your manager and deal desk.
- Generate net new pipeline each quarter through prospecting and account development.
- Develop Business Value Assessments and ROI cases that align Databricks with the financial and business objectives of buyers.
- Manage customer relationships up to the C-level, engaging beyond technical buyers to include business line leaders.
- Lead customer use case delivery in conjunction with Professional Services and partners (GSIs, AWS, Azure, GCP) to ensure timely implementation.
- Maintain accurate forecasts by keeping Salesforce, use case stages, and MEDDPICC updated.
- Utilize AI tools daily for account research, call preparation, outreach, and pipeline management to maximize customer interaction time.
Requirements
- 3+ years of full-cycle, quota-carrying B2B sales experience, preferably in data, cloud, AI, or SaaS infrastructure.
- Demonstrated track record of meeting or exceeding quota, with the ability to detail past deals.
- Experience in growing existing accounts and acquiring new business within the same territory.
- Comfort with consumption or usage-based sales models, or a strong understanding of their distinction from seat-based licensing.
- Sufficient technical depth to conduct standard product demos, outline basic cloud data architectures, and identify when to involve a Solutions Architect.
- Experience selling to business stakeholders and executives, in addition to technical teams.
- Hands-on experience using AI tools in the sales process.
- Experience collaborating with partners such as cloud providers, GSIs, or ISVs.
- Resilience, curiosity, and coachability, with a demonstrated ability to adapt and persevere.
- Familiarity with MEDDPICC or a similar qualification framework.
Skills
- Full-cycle sales
- Quota carrying
- B2B sales
- Data sales
- Cloud sales
- AI sales
- SaaS infrastructure sales
- Account growth
- New business acquisition
- Consumption-based models
- Usage-based models
- Technical depth
- Product demos
- Cloud data architecture
- Selling to executives
- AI tools
- Partner collaboration
- MEDDPICC
Location
- Toronto, ON
- Calgary, AB
- Vancouver, BC
- Montreal, QC
Work Type
- Full-time
Experience Level
- 3+ years of experience
Benefits
- Comprehensive benefits and perks tailored to regional needs.
About the Company
- Databricks is the Data and AI company, empowering over 20,000 organizations globally, including 70% of the Fortune 500, to build and scale data and AI applications, analytics, and agents. Headquartered in San Francisco with over 30 offices worldwide, Databricks offers a unified platform featuring Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog.
Equal Opportunity
- Databricks is committed to fostering a diverse and inclusive culture where everyone can excel. Hiring practices are inclusive and meet equal employment opportunity standards. Candidates are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.