Account Executive

Yellowbrick Data is a Silicon Valley based startup that invented a Kubernetes based cloud-native data platform for the hybrid multi-cloud world. Yellowbrick’s innovative platform can run in customer’s cloud accounts or on-premises private clouds, offering flexibility while ensuring data residency, localization, and sovereignty, all with significant performance improvements. Major insurers, credit card companies, telcos, healthcare firms and government agencies all trust Yellowbrick to transform data into actionable insights, quickly without compromising data security. Join us to drive business transformation at the forefront of data innovation.

Job Overview

The Account Executive will play a key role in Yellowbrick’s growth by focusing on building pipeline and winning new clients.  The perfect candidate has a track record of success and is looking to further their career in sales with a company who is invested in their professional growth. Essential attributes include a strong work ethic, natural curiosity, an entrepreneurial spirit, and the ability to be coached.

Our Account Executive will deliver value-based messaging on the benefits of Yellowbrick. They will have experience prospecting into large accounts and running a full sales cycle while keeping client’s goals in mind.  This person must be comfortable running complex deals with multiple stakeholders and navigating large organizations. An integral part of the role will be to understand a prospect’s use cases and sell our solution to drive business value. 

This is an exciting time at Yellowbrick – we are poised for explosive growth and are building a growth-oriented culture with ongoing coaching and training. This is an opportunity for the right candidate to leverage sales and significant business experience with the most innovative data warehouse provider on the market. 

Key Attributes:

• Dynamic Learner, Open to Feedback and Coaching:
  • We consider coaching to be one of the keys to personal development and success in a fast-paced work environment
  • Continuously seeking to improve, remain adaptable, and demonstrates a strong desire to learn new skills and knowledge
  • Receptive to both giving and receiving feedback, using it as an opportunity for growth 
• Thrives in a Young, Fast-Growing Company:
  • Excited by and excels in an environment characterized by rapid change and growth 
  • Comfortable with ambiguity and enjoys the challenge of building and scaling operations
  • Values innovation, is open to taking calculated risks, and contribute to shaping the company's future
• Collaborative and Enjoys Problem-Solving:
  • Excited by working with prospects, customers, or colleagues
  • Actively engages in collaborative efforts, values diverse perspectives, and has a strong aptitude for solving complex problems together 
  • Fosters teamwork to achieve shared goals and overcome obstacles
• Accountability and Outcome-Oriented:
  • Takes full ownership of their responsibilities, holding themselves accountable for their performance and results 
  • Focused on achieving specific outcomes, consistently striving for improvement, and ensuring that their work exceeds expectations
• Appreciates the Use of Data and Leverages It for Sales:
  • Able to analyze and interpret sales data to optimize performance, and enhance their selling efforts - decisions are better when based on facts and measurable outcomes

 Responsibilities 

• Sales Strategy Development:
  • Develop and execute a comprehensive sales strategy within the assigned territory, targeting high-potential prospects and setting clear goals to achieve sales targets.
  • Create and implement a regional sales plan tailored to the specific needs of the market.
• Collaboration with Marketing Team:
  • Partner with the marketing team to design and implement targeted marketing initiatives that drive growth within high-value prospects. 
  • Align sales and marketing strategies to increase visibility and generate qualified leads.
• Prospect Qualification & Opportunity Development:
  • Identify and qualify new prospects by understanding their needs and challenges. Develop new sales opportunities and establish ongoing revenue streams to ensure a sustainable pipeline.
• Product Demonstrations & Presentations:
  • Arrange and conduct engaging product demonstrations and presentations to showcase the value of Yellowbrick’s solutions. 
  • Effectively communicate the benefits and unique selling points to prospects.
• Full Sales Cycle Management:
  • Manage the entire sales cycle from initial prospecting through to closing, ensuring all deliverables are met. 
  • Handle contract generation, negotiations, and the successful completion of all required paperwork and documentation to close deals.
• Client Relationship Management:
  • Build and nurture strong, long-lasting relationships with clients to understand their evolving needs and business goals. 
  • Serve as a trusted advisor, ensuring customers receive value from Yellowbrick’s solutions and supporting their IT roadmap.
• Achieving Sales Quotas:
  • Exceed quarterly and annual sales quotas by managing a balanced pipeline, focusing on closing key deals, and continuously driving revenue growth in the assigned territory.
• com & Forecasting:
  • Maintain meticulous records and data in Salesforce.com, ensuring up-to-date information for forecasting purposes.
  • Provide reliable sales forecasts and pipeline management to leadership and stakeholders.

Qualifications 

• 10+ years’ experience in full-cycle sales with a focus on hunting new logos
• 5+ years’ experience selling in Big Data / Analytics
• Bring a proven rolodex within Fortune 500
• Ability to work collaboratively and drive an account-based selling approach
• Ability to sell cross-functionally to multiple stakeholders
• Expertise in networking, sourcing and developing trusted advisor relationships
• Experience sourcing, negotiating and closing deals
• Excellent in-person, video, phone, and written customer communication skills
• The ability to make formal and informal presentations to staff and clients
• Demonstrated success in achieving sales goals
• Able to find, understand and solve complex multi-dimensional problems
• Creative and flexible
• Makes decisions based on data

We encourage people from underrepresented groups to apply. Come advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. Yellowbrick Data also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at Yellowbrick Data.

Yellowbrick may keep any job application for a period of three years to allow Yellowbrick to consider you for other suitable openings within the Company in the future. If you would like to opt out from the Company’s policy of retaining your information for the purposes of considering you for other suitable openings, please email [email protected]. The full text of Yellowbrick's California, the European Economic Area and United Kingdom Job Applicant Privacy Notice can be found here.

To all recruitment agencies: Yellowbrick Data does not accept agency resumes. Please do not forward resumes to Yellowbrick Data employees or any other organization location. Yellowbrick Data is not responsible for any fees related to unsolicited resumes.