Startup Hunter Account Executive

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.