Senior Account Executive

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership and achieve revenue targets for a designated territory and/or a set of strategic accounts.

• Formulate and implement strategies for territory and accounts to enhance pipeline generation and revenue growth.

• Oversee complete enterprise sales cycles, from initial opportunity development to negotiation and closing.

• Establish and nurture relationships with C-suite and senior stakeholders (CDO, CTO, CIO, VP Data), positioning Vertica as a key solution for data-driven transformation.

• Serve as a trusted advisor, converting Vertica’s technical strengths (performance, scalability, cost-effectiveness) into tangible business value.

• Collaborate with Pre-Sales Engineers to guide technical assessments, proof-of-concepts, and solution presentations.

• Formulate competitive sales strategies, effectively positioning Vertica against other solutions (e.g., Snowflake, Databricks, BigQuery, Redshift, Teradata).

• Lead cross-functional deal teams, including Marketing, Product, and Customer Success, to advance and finalize opportunities.

• Utilize and cultivate partner and channel relationships (GSIs, VARs) to expedite pipeline growth and broaden market reach.

• Maintain precise pipeline and forecast management in Salesforce, demonstrating strong forecasting discipline and thorough deal inspection.

• Ensure high levels of customer satisfaction, facilitating long-term account expansion and referenceable customers.

⛳️ Requirements

• 5–8+ years of experience in enterprise software sales with a proven track record of meeting or exceeding quotas.

• Demonstrated success in owning and closing complex, multi-stakeholder deals in enterprise settings.

• Experience selling to large enterprises / Global 1000 organizations with responsibility for revenue outcomes.

• Minimum of 2–3+ years of product sales experience in one or more of the following areas: Data Analytics, Data Warehousing, Big Data platforms, Lakehouse architectures, AI/ML-driven data solutions.

• Strong comprehension of data modernization, analytics ecosystems, and AI-driven transformation initiatives.

• In-depth knowledge of the analytics and database ecosystem, including: Snowflake, Databricks, Google BigQuery, Amazon Redshift, and Teradata.

• Proven capability to position technical products in competitive settings, articulating differentiation at both business and technical levels.

• Proven ability to engage and influence C-level executives and senior data leaders (CDO, CTO, CIO, VP Data).

• Strong presentation, storytelling, and consultative/value-based selling skills.

• Ability to communicate and align Vertica’s roadmap, vision, and innovation strategy with customer priorities.

• Proven ability to lead cross-functional deal execution with Pre-Sales, Marketing, Product, and Customer Success teams.

• Experience leading or contributing to partner co-sell initiatives (GSIs, VARs) to speed up deal velocity.

• Ability to navigate intricate market dynamics and implement targeted, territory-specific sales strategies.

🏝️ Benefits

• Unlimited Vacation Time, along with paid holidays and sick leave.

• Health and Wellness coverage options for employees and their dependents.

• Life and disability insurance coverage.

• Fidelity 401(k) and Roth Retirement Savings plans with matching contributions.

• Monthly student debt assistance program.

• Tuition Reimbursement and opportunities for Certificate Reimbursement Programs.

• Leadership and skills training opportunities.