Account Executive, Commercial (Oakland)

About the role

As a Commercial Account Executive, you will be a hunter responsible for winning new logos and growing our customer base. You’ll build your own pipeline through daily outbound prospecting to Target Account lists, then own the full sales cycle from first conversation to close, including discovery, demos, executive alignment, and negotiation. You’ll show prospects how the combined Fivetran and dbt platform helps them move, transform, and trust their data.

You’ll work side by side with Solutions Engineers to run proofs of value, and with partners to generate referrals and co-sell opportunities. You’ll also help set the groundwork for how our two sales teams work together as we integrate.

Location: Oakland, CA. This is a full-time position, and candidates must be located in location and able to work in the office three days a week (Tuesday, Wednesday and Thursday).

What you'll do

• Own the full sales cycle from lead to close, including detailed discovery, product demonstrations, executive alignment, and driving positive business outcomes for your customers
• Conduct daily outbound prospecting to Target Account lists to create demand and generate consistent pipeline
• Work closely with your Solutions Engineer to organize proof-of-value and POC implementations of the combined platform
• Work closely with your partner network to generate referrals, co-sell on opportunities, and expand our use across the partner portfolio
• Execute campaigns to drive customer adoption and expand usage within your customer accounts, including identifying opportunities to introduce customers to both Fivetran and dbt
• Become an expert in our technology, market, and value proposition, including SQL, dbt, and enterprise data operations
• Forecast and articulate your opportunities on a weekly basis using the MEDDPICC and Command of the Message methodologies
• Lead and contribute to team projects that develop and refine our sales process as the two teams integrate
• Work with product and cross-functional business stakeholders to provide valuable feedback, new ideas, and input on the product roadmap
• Be an active member of the dbt open source community
• Embrace and adapt to a fast-moving environment with large amounts of change

What you bring

• 2+ years of experience in a closing technical Saas sales role, with a proven track record of meeting and exceeding revenue targets
• Experience in Business Development, which is crucial for success as an AE with us
• Ability to understand complex technical concepts and convey them in a consultative, conversational way, developing them into a consultative sale
• Excellent written, verbal, and in-person communication skills, with the ability to engage stakeholders at all levels of an analytics organization (individual developer up to CTO) and hold multiple stakeholders accountable throughout a sales cycle
• The diligence and organizational skills to work long, intricate sales cycles involving multiple client teams
• A customer-centric approach and a passion for how customers can gain value and insight from data
• Ability to operate in an ambiguous and fast-paced work environment
• A passion for being an inclusive teammate and involved member of the community
• Experience with SQL, or willingness to learn
• A willingness and ability to travel as necessary

What Will Make You Stand Out

• Familiarity with the modern data technology industry and key players
• Prior experience in analytics, ETL, BI, and/or open-source software
• Knowledge of or prior experience with dbt Labs and/or Fivetran products
• Experience selling in a partner-influenced or co-sell environment

Technologies You’ll Use

Salesforce, Outreach, Gong, Clari

Hiring Process

1. Interview with Talent Acquisition Partner
2. Interview with Hiring Manager
3. Team Interviews with the Commercial Sales & Solutions Engineering leaders
4. Final Interview: Sales Challenge
   
   

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