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 launching a Strategic Sales segment in the Americas focused on a select group of high-impact, enterprise-wide transformation opportunities.
The Head of Americas Strategic Sales will serve as the founding Strategic seller, directly owning five named Strategic accounts while building and leading the segment as it scales.
This is a hands-on, execution-focused enterprise sales role operating at the highest level of deal complexity. You will drive executive engagement, lead multi-year platform pursuits, and establish the standards that define Strategic selling at Dremio.
This position is based in the NY/NJ region and requires 25–50% travel to support executive engagement and enterprise pursuits.
What You Will Do
The Strategic segment represents Dremio’s highest-leverage enterprise opportunities. This role will have a significant impact on the trajectory of the Americas organization and the company’s upmarket expansion.
- Own and close complex, multi-quarter, and multi-year enterprise sales cycles across five named Strategic accounts
- Develop and execute comprehensive account strategies, including executive stakeholder mapping, political landscape analysis, competitive positioning, and phased expansion planning
- Drive disciplined qualification standards across high-ACV pursuits
- Maintain high-confidence forecast accuracy in long-cycle, high-visibility deals
- Arrange and conduct Executive and CxO discussions and events
- Serve as executive quarterback across Solutions Architecture, Professional Services, Customer Success, Marketing, Legal, and Finance
- Lead internal deal strategy sessions and executive reviews for high-impact opportunities
- Own pipeline generation through targeted executive outreach, partner motions, and account-based engagement
- Ensure accurate CRM usage, reporting discipline, and forecasting hygiene
- Elevate enterprise selling standards by mentoring senior Enterprise Account Executives on complex pursuits
- Partner with Sales Operations to define Strategic forecasting methodology and segmentation standards
- Participate in hiring and onboarding future Strategic sellers as expansion thresholds are achieved
- Transition into direct leadership of the Strategic segment as revenue and performance milestones are met
What we’re looking for
- 10+ years of enterprise SaaS sales experience managing and closing complex deals
- Demonstrated success closing $1M+ ACV enterprise SaaS transactions
- Experience carrying and achieving $2M+ ARR quotas in complex environments
- Deep experience selling into Fortune 500 / Global 2000 organizations
- Executive-level selling capability with CIO, CDO, CTO, and equivalent stakeholders
- Proven ability to self-source pipeline and operate in a disciplined, outbound-driven environment
- Strong political navigation, multi-threading, and enterprise deal orchestration skills
- Experience mentoring senior sellers and influencing enterprise sales execution standards
- Strong collaboration skills across Solutions Architecture, Professional Services, Customer Success, and RevOps
- Comfortable operating in a fast-paced, high-growth environment
- BA/BS preferred
- Based in NY/NJ with willingness to travel 25–50%
Leadership Attributes We Value
- Strong leadership capabilities with the ability to elevate and inspire high-performing teams and senior sellers
- Demonstrated experience coaching, mentoring, and developing top sales talent
- Operates with urgency and a strong drive for results
- High accountability with empathy and clarity; data-driven with a bias toward action and continuous improvement
- Possesses elite enterprise sales expertise and executive presence, with strong judgment and disciplined enterprise account planning rigor
- Ability to operate effectively in a fast-paced, team-based environment
- Strong engagement and communication skills across executive and cross-functional audiences
- Consultative selling experience with the ability to serve as a trusted advisor to customers and colleagues
- Prior experience working within the Data, Analytics, or AI software ecosystem
Preferred Experience
- Experience operating as a Strategic or Global Account Executive in complex enterprise environments
- Experience leading or scaling teams selling SaaS or cloud-native platforms during periods of growth and change
- Experience with consumption-based or usage-driven SaaS pricing models
Why This Role Matters
The Strategic Sales segment is a critical growth engine for Dremio’s upmarket expansion.
This role plays a direct part in:
- Driving enterprise-wide platform adoption
- Closing high-ACV, multi-year transformation deals
- Establishing the standards for Strategic enterprise selling
- Strengthening Dremio’s competitive posture in complex Fortune 500 environments
- Building and leading the Strategic Sales segment as it scales
#LI-New-York
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 CandidatesAt 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.
Dremio is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the Company.
Skills Required
- 10+ years of enterprise SaaS sales experience managing and closing complex deals
- Demonstrated success closing $1M+ ACV enterprise SaaS transactions
- Experience carrying and achieving $2M+ ARR quotas
- Deep experience selling into Fortune 500 / Global 2000 organizations
- Executive-level selling capability with CIO, CDO, CTO, and equivalent stakeholders
- Proven ability to self-source pipeline and operate in a disciplined, outbound-driven environment
- Strong political navigation, multi-threading, and enterprise deal orchestration skills
- Experience mentoring senior sellers and influencing enterprise sales execution standards
- Strong collaboration skills across Solutions Architecture, Professional Services, Customer Success, and RevOps
- Based in NY/NJ with willingness to travel 25-50%
- BA/BS
- Experience operating as a Strategic or Global Account Executive in complex enterprise environments
- Experience leading or scaling teams selling SaaS or cloud-native platforms
- Experience with consumption-based or usage-driven SaaS pricing models
- Prior experience working within the Data, Analytics, or AI software ecosystem
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.
