Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises, including Maersk, Amazon, Regeneron, NetApp, and S&P Global. Customers rely on Dremio for cloud, hybrid, and on-prem lakehouses to power their data mesh, data warehouse migration, data virtualization, and unified data access use cases. Based on open source technologies, including Apache Iceberg and Apache Arrow, Dremio provides an open lakehouse architecture enabling the fastest time to insight and platform flexibility at a fraction of the cost. Learn more at www.dremio.com.
About the role
Dremio is seeking an Enterprise Account Executive in Germany to manage a large region and drive sales of a category-defining product to Dax40 and gehobener Mittelstand customers. Individuals who excel at this job have the ability to generate pipeline (via email, phone, network, partner ecosystem), develop, and close business while focusing on the clients’ requirements. The Enterprise AE must be passionate about aligning our solution with the clients requirements and have the ability to negotiate and close large agreements.
This role is a unique opportunity to contribute in a meaningful way to high visibility, high impact projects in a fast growing segment of our business. Dremio is an innovative, high-growth, customer-focused company in a large and growing market.
What you’ll be doing
- Achieve sales quotas for allocated accounts on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional sales plan
- Develop marketing plans with the marketing team to drive revenue growth
- Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Dremio solution
- Prospect qualification and the development of new sales opportunities and ongoing revenue streams
- Arrange and conduct initial Executive and CxO discussions and positioning meetings
- Driving the sales process from initial prospect to opportunity closure
- Ongoing account management to ensure customer satisfaction and drive additional revenue streams
- Be familiar with solution-based selling, have experience managing a complex sales process and possess excellent presentation, listening, organization, and contact management skills
What we’re looking for
- 8+ years of sales experience selling data ecosystem software to enterprise customers
- Background in Analytics, DB, BI, DWH, DLH, Data Catalog or some kind of Data Platform is essential
- Track record of hitting annual quota
- Personal motivation to generate interest through consistent activity, pipeline development, consultative selling, and value based outcomes
- Experience closing complex $1m+ ARR deals with 9 month + sales cycles
- Self starter with high energy/positive attitude
- Excellent verbal and written communication, presentation, and relationship management skills
- Ability to thrive in fast-paced start-up environment
#LI-Remote #LI-EH1
At Dremio, we hold ourselves to high standards when it comes to People, Thinking, and Action. Our Gnarlies (that's what we call our employees) communicate with clarity, drive accountability, and are respectful towards each other. We confront brutal facts and focus on results while operating with a sense of urgency and building a "flywheel". People who like to jump in and drive momentum will thrive in our #GnarlyLife.
Dremio is an equal opportunity employer supporting workforce diversity. We do not discriminate on the basis of race, religion, color, national origin, gender identity, sexual orientation, age, marital status, protected veteran status, disability status, or any other unlawful factor.
Dremio is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request accommodation due to a disability, please inform your recruiter.
Dremio has policies in place to protect the personal information that employees and applicants disclose to us. Please click here to review the privacy notice.
Important Security Notice for Candidates
At Dremio, we uphold trust and transparency as paramount values in all our interactions with customers, partners, employees, and the general public. We have been targeted by individuals creating fake domains similar to ours to scam prospects and candidates. Please note that all official communications from us will be from an @dremio.com domain. If you suspect you've been targeted by a scam, it's imperative to report the incident to your local law enforcement agencies. For more information about this type of scam, please refer to Dremio's official statement here.
What We Do
Dremio is the Data Lake Engine. Created by veterans of open source and big data technologies, and the creators of Apache Arrow, Dremio is a fundamentally new approach to data analytics that helps companies get more value from their data, faster. Dremio makes data engineering teams more productive, and data consumers more self-sufficient. For more information, visit www.dremio.com.
Founded in 2015, Dremio is headquartered in Mountain View, CA. Investors include Lightspeed Venture Partners, Redpoint, and Norwest Venture Partners. Connect with Dremio on GitHub, LinkedIn, Twitter, and Facebook.
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