Emerging Enterprise Core Account Executive
Role Overview
Owns a portfolio of 10 to 20 mid-sized Canadian companies already building on Databricks.
Customers are modernizing data platforms and moving AI initiatives from proof of concept to production.
Runs the full sales cycle with a dedicated Solutions Architect as technical partner; performance includes actual customer consumption, not only signed contracts.
Reports to the Sales Director, Emerging Business Canada, and works with Startup and Geo account executives.
Key Skills for This Role
Full Job Posting
Role overview
Owns a portfolio of 10 to 20 mid-sized Canadian companies already building on Databricks.
Customers are modernizing data platforms and moving AI initiatives from proof of concept to production.
Runs the full sales cycle with a dedicated Solutions Architect as technical partner; performance includes actual customer consumption, not only signed contracts.
Reports to the Sales Director, Emerging Business Canada, and works with Startup and Geo account executives.
Sales and account responsibilities
- Build an account plan ranking customers by consumption potential and identifying priority use cases.
- Grow consumption by finding new workloads and teams and moving use cases from scoping to production with a Solutions Architect.
- Close commit deals independently, including initial Jumpstart commits and multi-year agreements.
- Build new pipeline each quarter through prospecting and account development.
- Develop Business Value Assessments and ROI cases tied to buyer outcomes.
- Own relationships up to C-level and engage business stakeholders beyond technical buyers.
- Lead use-case delivery with Professional Services and partners, keeping implementations on schedule.
- Forecast accurately and keep Salesforce, use-case stages, and MEDDPICC current.
- Use AI tools for account research, call preparation, outreach, and pipeline management.
Candidate qualifications
- At least three years of full-cycle, quota-carrying B2B sales experience; data, cloud, AI, or SaaS infrastructure experience is ideal.
- Track record of meeting or exceeding quota and ability to discuss prior deals in detail.
- Experience growing existing accounts and landing new business in the same territory.
- Comfort with consumption- or usage-based models, or clear understanding of how they differ from seat-based licensing.
- Technical depth to run a standard product demo, sketch a basic cloud data architecture, and know when to involve a Solutions Architect.
- Experience selling to business stakeholders and executives, not only technical teams.
- Hands-on use of AI tools in the current sales process.
- Experience working with cloud providers, GSIs, or ISVs as deal partners.
- Resilience, curiosity, and coachability; familiarity with MEDDPICC or a similar framework is an asset.
About Databricks
Databricks describes itself as a Data and AI company whose platform is used by organizations to build and scale data and AI applications, analytics, and agents.
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