# Startup Hunter Account Executive

**Company**: Databricks
**Location**: Singapore
**Experience**: senior
**Job type**: full-time
**Category**: Sales
**Industry**: Technology
**Wikidata**: https://www.wikidata.org/wiki/Q18350420

**Apply**: https://job-boards.greenhouse.io/databricks/jobs/8438936002?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_2479c1f9-143

## Description

Do you want to help solve the world's toughest problems with data and AI?

As a Startup Hunter Account Executive at Databricks, you will come with relevant experience selling to Startups/Commercial/Mid-Market accounts.

The Impact You Will Have:

- Assess your accounts and develop a strategy to identify and engage all buying centres

- Use a solution-based approach to selling and creating value for new logo accounts

- Be comfortable switching between technical stakeholder and business buyer personas, in order to connect the customers' challenges to business value through the entire sales cycle

- Identify and close quick wins while managing longer, complex sales cycles

- Track all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce

- Map the whitespace opportunity across your defined territory, and use methodology to identify the most viable use cases in each account to maximise Databricks impact

- Orchestrate and work with teams to maximise the impact on your ecosystem

- Build value with all engagements to promote successful negotiations to close point

- Be customer-focused by delivering technical and business results using the Databricks Intelligence Platform

What We Look For:

- 2-3 years of Startup/ Emerging Enterprise Sales experience exceeding quotas, covering Singapore/ SEA accounts or territory

- Experience in working in a consumption-based sales motion

- Strong closing experience and evidence of exceeding sales quota

- Ability to navigate and be successful in a fast-growing organisation

- Sales experience within Cloud software, open source technology, or ideally Data and AI space

- Experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure and Google Cloud teams

- Methods for co-developing business cases and gaining support from C-level Executives

- Familiarity with sales methodologies and processes (e.g. Territory and Account planning, MEDDPICC, and value/discovery selling)

- Simply articulate intricate cloud technologies

- Bachelor's Degree or equivalent experience preferred

Benefits: At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees.

## Skills

### Required
- Cloud software
- open source technology
- Data and AI space
- consumption-based sales motion
- usage-based subscription services
- sales methodologies
- MEDDPICC
- value/discovery selling

### Nice to have
- AWS
- Azure
- Google Cloud teams

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/databricks/jobs/8438936002?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)