Enterprise Account Executive, Dremio

• 5-10 years of experience in pipeline-driven SaaS sales roles, managing and closing your own deals
• Demonstrated ability to self-source pipeline consistently, not rely solely on inbound leads
• Proven success closing $150K–$1+ million ARR SaaS deals
• Experience in carrying and achieving $1.6+ million Annual Recurring Revenue (ARR) quotas
• Strong outbound prospecting, discovery, and qualification skills
• High-activity, high-ownership mindset with strong execution discipline
• Ability to thrive in a fast-paced, high-growth environment with high energy/positive attitude
• Excellent verbal and written communication, presentation, and relationship management skills
• Ability to thrive in a fast-paced startup environment
• BA/BS required
• Preferred Experience

Desirable

• As an Enterprise Account Executive (AE) at Dremio, you will be focused on selling primarily Next Gen Dremio Cloud (SaaS) but also self-managed Dremio Software to enterprise customers (4,000+ employees)
• This is a pipeline-driven, outbound-oriented SaaS sales role. While inbound interest and marketing support exist, success in this role requires consistent self-sourced pipeline generation through outbound prospecting, targeted account outreach, and partner-led motions
• Account Executives at Dremio own the full sales cycle—from pipeline creation through close. Enterprise AEs at Dremio sell into complex environments where customers may require SaaS, self-managed software, or a hybrid approach based on security, regulatory, or operational needs. AEs are expected to operate with urgency, discipline, and accountability
• Achieve sales quotas for allocated accounts on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional territory plan
• Own pipeline generation through outbound prospecting, account-based outreach, partner motions, and targeted campaigns
• Actively build and manage account plans for your customer accounts
• Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Dremio solution
• Embrace AI sales tools to drive prospecting and customer strategies for success. Develop Points of View (POV) for customer engagement
• Prospect qualification and the development of new sales opportunities and ongoing revenue streams
• Arrange and conduct Executive and CxO discussions and events
• Sales process management and opportunity closure with Salesforce.com and Clari
• Ongoing account management to ensure customer satisfaction and drive additional revenue streams
• Be familiar with solution-based selling, have experience managing a complex sales process, and possess excellent presentation, listening, organization, and contact management skills
• Maintain healthy pipeline coverage through consistent outbound activity, driving to exceed 3x coverage ratios
• Execute 6–12 month SaaS sales cycles with strong deal velocity
• Lead structured discovery, qualification, demos, and close processes
• Partner with Solutions Architects as needed to support technical validation while maintaining momentum
• Accurately manage pipeline, forecasting, and CRM hygiene