Enterprise Account Executive - East Coast US
About Arango:
At Arango, we believe the first generation of enterprise AI missed something essential: context. LLM models are powerful, but they don't understand the context needed to deliver accurate answers.Arango provides a trusted data foundation for the next wave of Enterprise AI with graph-based Contextual AI — transforming enterprise data into a System of Context that truly represents the business, so LLMs can deliver better outcomes with unlimited scale and cost efficiency.The Arango AI Data Platform gives developers a single, integrated environment to build and scale AI-powered applications without the complexity of stitching together multiple databases and tools. At its core is a massively scalable multi-model database that unifies graph, vector, document, and key-value data with full-text, geospatial, and vector search — creating the System of Context, the bridge between enterprise data and LLMs.We’re a global team based in California and Cologne, united by curiosity, collaboration, and a passion for helping developers, data engineers, and technology leaders innovate faster and smarter with AI. Trusted by NVIDIA, HPE, the London Stock Exchange, the U.S. Air Force, NIH, and Articul8, Arango powers enterprise AI with context, confidence, and scale..We are a proud member of the NVIDIA Inception Program and the AWS ISV Accelerate Program.
If you’re excited about shaping the future of Contextual AI, come build with us.
Location:
All candidates in the US (East Coast) will be considered.
About the Role:
As a Strategic/Enterprise Seller at Arango, you will play a critical role in driving revenue growth and building strategic relationships with enterprise customers. This is a highly visible, customer-obsessed position that requires a data-driven mindset, expertise in the MEDDIC sales methodology, and a commitment to showcasing business value at every stage of the sales process.
Key Responsibilities:
- Build and expand net new business by consistently generating pipeline meetings through targeted prospecting activities and leveraging insights from existing customer accounts.
- Leverage the MEDDIC playbook to qualify opportunities rigorously, identify key stakeholders, and drive alignment with customer metrics and business outcomes.
- Maintain the highest level of CRM hygiene in Salesforce, ensuring all daily activities, interactions, and pipeline data are accurately tracked and managed for strategic decision-making.
- Deliver compelling presentations and high-level demonstrations tailored to highlight Arango’s unique value and align solutions with customer business objectives.
- Collaborate cross-functionally with Technical PreSales, Marketing, and Customer Success teams to uncover and articulate the business benefits of Arango, driving adoption across enterprise organizations.
- Commit to weekly pipeline review and forecast accuracy, using data to inform strategy and ensure alignment with company goals.
- Travel as necessary to engage with key customers, ensuring relationships are nurtured and opportunities are maximized.
Skills and Experience:
- 7-10+ years in IT infrastructure and large enterprise selling.
- In-region experience is critical; we need someone who has a historical understanding of the key accounts/customers within the defined geography.
- Open to “up and comers” should they have the right domain experience
- Domain experience = any vendor within the Data & AI world, i.e., Databricks, Neo4j, Snowflake, any DB vendor, any AI vendors.
- Hunter mentality is key; we need reps who understand how to own PG responsibilities.
- Ability to go high and wide within the existing install base, specifically within large complex global accounts.
- Deep expertise in the MEDDIC sales methodology and a demonstrated ability to qualify opportunities effectively, align with customer success metrics and close high-value deals.
- Excel in managing long sales cycles and enjoy the strategic challenge of engaging with enterprise clients.
- Exceptional relationship-building skills and can effectively communicate the strategic and financial value of Arango to drive long-term customer success.
- Data-driven, leveraging metrics and insights to guide decisions, while ensuring CRM tools are updated for actionable intelligence.
Why Join Arango:
Our headquarters is in San Francisco (US) and we have an office in Cologne (Germany), but most of our diverse team works remotely worldwide. So, do you prefer your desk at home or do you want to join us at one of our locations? Your choice.
The global minds of Arango team comes from 5 different continents and more than 20 countries. Diverse backgrounds enable us to see new solutions. We invite people from every culture, national origin, religion, sexual orientation, gender identity or expression, and of every age to apply to our positions. All employment decisions are based on business needs, job requirements, and individual qualifications. Arango is committed to a workplace free of discrimination and harassment based on any of these characteristics. We love this diversity and encourage everyone curious and visionary to join the multi-model movement.
Skills Required
- 7-10+ years in IT infrastructure and large enterprise selling
- In-region experience critical
- Expertise in MEDDIC sales methodology
- Ability to go high and wide within existing accounts
- Exceptional relationship-building skills
- Data-driven decision-making
What We Do
ArangoDB is the most scalable open-source graph database, with more than 12,000 stargazers on GitHub. Building on the concept of ‘graph and beyond’, ArangoDB combines the analytical power of graphs with JSON documents, a key-value store, and a full-text search engine, enabling developers to access and combine all of these data models with a single, elegant, declarative query language. It serves as the scalable backbone for graph analytics and complex data architectures across many industries. Founded in 2015, ArangoDB Inc. is a privately-held company backed by Bow Capital, Iris Capital, New Forge, and Target Partners. It is headquartered in San Francisco and Cologne, Germany, with offices and employees around the world. Learn more at www.arangodb.com.
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