About the job
Join Us in Shaping the Future of Data Analytics
Dremio is at the forefront of the unified lakehouse platform revolution, delivering self-service analytics and AI capabilities to hundreds of leading global enterprises. Our esteemed clients include industry giants such as Maersk, Amazon, Regeneron, NetApp, and S&P Global. Dremio empowers organizations with the flexibility of cloud, hybrid, and on-prem lakehouses, facilitating data mesh, data warehouse migration, data virtualization, and seamless unified data access. Built on robust open-source technologies like Apache Iceberg and Apache Arrow, our open lakehouse architecture ensures rapid insights and exceptional platform adaptability, all at a fraction of the traditional costs. Discover more at www.dremio.com.
About the Role
As a Commercial Account Executive at Dremio, your primary focus will be on selling our Next Gen Dremio Cloud (SaaS) to commercial customers with fewer than 3,000 employees.
This role is driven by pipeline creation and requires a proactive approach to outbound sales. While you will receive inbound interest and marketing support, achieving success in this position hinges on your ability to self-generate a steady pipeline through targeted prospecting, account outreach, and collaboration with partners.
Our Commercial AEs take full ownership of the sales cycle—from pipeline development to closing—and are expected to demonstrate urgency, discipline, and accountability in their approach.
Your Responsibilities
- Meet and exceed quarterly and annual sales quotas for allocated accounts by crafting a strategic sales plan tailored to your assigned territory and prospect list.
- Drive pipeline generation through effective outbound prospecting, account-based outreach, collaboration with partners, and targeted marketing campaigns.
- Develop and manage comprehensive account plans for your customer base.
- Serve as a trusted advisor by understanding your customers’ current and future IT roadmaps to effectively promote Dremio's solutions.
- Utilize AI-powered sales tools to enhance prospecting efforts and customer engagement strategies.
- Qualify prospects and develop new sales opportunities to create sustainable revenue streams.
- Organize and facilitate discussions and events with executives and CxOs.
- Manage the sales process and close opportunities using Salesforce.com and Clari.
- Engage in ongoing account management to ensure customer satisfaction and identify avenues for additional revenue.
- Possess a strong understanding of solution-based selling, manage complex sales processes, and demonstrate exceptional presentation skills.

