Enterprise Account Executive, State and Local
Owns a geographic state and local government territory, originating and closing complex enterprise deals through regulated procurement processes and multi-stakeholder committees. Requires 5+ years of field sales experience, including 3+ years selling to state or local government accounts.
About the job
Responsibilities
- Manage complex sales cycles and present to C-level executives.
- Close net new accounts.
- Identify and close quick, small wins while managing longer, complex sales cycles.
- Exceed activity, pipeline, and revenue targets.
- Track customer details—including use cases, purchase time frames, next steps, and forecasts—in Salesforce.
- Use a solution-based approach to sell and create value for customers.
- Promote the Databricks Data Intelligence Platform, leveraging Apache Spark, Delta Lake, and MLflow to drive data and AI transformation.
- Prioritize strategic opportunities and apply appropriate opportunity strategies.
Requirements
- Thrive in a fast-paced, high-growth environment and build greenfield public-sector territories.
- 5+ years of field sales experience, including at least 3 years selling to state and/or local government accounts.
- Demonstrated track record of closing deals in regulated procurement environments.
- Ability to navigate multi-stakeholder buying committees and align competing priorities.
- Strong executive presence and ability to engage credibly with commissioners, secretaries, CFOs, CIOs, and program leaders.
- Strong track record of delivering measurable business value to customers.
- Background in big data, cloud, AI/ML, or SaaS sales; ideally selling data and analytics platforms to government.
- Bachelor's degree.
Compensation
- ATS-listed pay range: $220,100–$302,600 USD.
- Total compensation may also include an annual performance bonus, equity, benefits, and accelerators above 100% quota attainment.
Skills
Salesforce, Spark, Delta Lake, MLflow, Big Data, Cloud Computing, Artificial Intelligence, Machine Learning, SaaS, Data Analytics
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