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Enterprise Account Executive

San Diego, CA

About Starburst

Starburst, the Open Hybrid Lakehouse, is the leading end-to-end data platform to securely access, analyze, and share data for analytics and Al across hybrid, on-premises, and multi-cloud environments. As the leaders in Trino, a modern open-source SQL engine, Starburst empowers over 250+ of the most data-driven companies to democratize data access, enhance analytics performance, and improve architecture optionality.

Starburst has raised over $400M in venture funding from top investors, with a unique start as a bootstrapped business with revenue-driving demand from the start. We are a remote-friendly company with employees all across the globe and are proud to be named a Best Place to Work. Come join our team of All-Stars and be a part of this incredible journey!

About the role

The Enterprise Account Executive at Starburst is a quota carrying, enterprise software sales position responsible for meeting and exceeding goals through generating and closing new opportunities while increasing awareness of Starburst in the marketplace. We are looking for motivated, focused, and coachable sales professionals with experience across the full spectrum of the software sales cycle – prospecting, defining, and articulating value proposition, pilot process management, business case development, negotiation, and closing.

As an Enterprise Account Executive at Starburst you will: 

  • Drive new business opportunities for selling Starburst software and services engagements within assigned territory
  • Develop and implement a sales strategy against assigned territory and/or targeted list of customers
  • Develop a deep understanding of, and effectively articulate, the Starburst offering and value proposition in the market
  • Constantly focused on pipeline generation within the territory to ensure long term success
  • Interact with and leverage the Channel and Alliance partner community to find new opportunities and drive existing deals to close
  • Manage opportunities through the sales cycle from initial inquiry to forecasted pipeline to deal design and close
  • Meet quarterly and annual revenue objectives for your territory
  • Provide continuous updates on all active accounts and report on sales, activities, status, and progress on a regular basis (via CRM, webex or in-person)
  • Maintain a high level of customer satisfaction and reference-ability
  • Travel for client visits and presentations 

Some of the things we look for:

  • 5+ years of progressive SaaS software sales experience to companies
  • Track record of success in closing business in large complex enterprise accounts
  • Excellent negotiation, analytical, financial, and organizational capabilities. Able to thrive in an evolving, entrepreneurial structure and environment
  • Outstanding verbal and written communication skills
  • Ability to work at both a tactical and strategic level
  • Must possess a can-do, self-starter mentality in a highly collaborative atmosphere
  • Have experience working in high growth early-stage companies

Preferred Experience:

  • Data analytics software
  • Business intelligence software
  • Database/data warehousing platforms

Where could this role be based?

  • US, West Coast

Starburst is dedicated to maintaining fair and equitable compensation practices. The salary range provided for this role reflects the minimum and maximum targets for candidates across all U.S. locations and could be inclusive of variable compensation, such as commission or bonus. All employees receive equity packages (ISOs) and have access to a comprehensive benefits offering. Actual compensation packages are determined based on relevant skills, experience, education and training, and specific work location. For more information, connect with the recruiting team or Hiring Manager during the process as they can provide more detailed information about the salary range.

Pay Range

$300,000 - $330,000 USD

Build your career at Starburst

All-Stars have the opportunity and freedom to realize their true potential. By building alongside top talent, we’re empowered to take ownership of our careers and drive meaningful change. Anchored in industry-proven technology and unprecedented success, All-Stars are taking on the challenge everyday to disrupt our industry –  and the future. 

Our global workforce is supported by a competitive Total Rewards program that reflects our commitment to a rewarding and supportive work environment. This includes a variety of benefits like competitive pay, attractive stock grants, flexible paid time off, and more. 

We are committed to fostering an intentional, inclusive, and diverse culture that drives deep engagement, authentic belonging, and an exceptional All-Star experience. We believe that diversity of thought, perspective, background and experience will enable us to own what we do, drive our success and empower our All-Stars to show up authentically.

Starburst provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state
 or local laws.

#LI-Remote #BI-Remote

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