About the job
Join Us in Shaping the Future of Data
Dremio is the leading unified lakehouse platform designed for self-service analytics and AI, empowering hundreds of global enterprises, including prominent names like Maersk, Amazon, Regeneron, NetApp, and S&P Global. Our customers trust Dremio to provide cloud, hybrid, and on-prem lakehouses, facilitating data mesh solutions, data warehouse migrations, data virtualization, and unified data access. Built on open-source technologies such as Apache Iceberg and Apache Arrow, Dremio's open lakehouse architecture enables rapid insights and unparalleled flexibility at a significantly lower cost. Discover more at www.dremio.com.
Role Overview
As an Enterprise Account Executive (AE) at Dremio, your primary focus will be on selling our Next Gen Dremio Cloud (SaaS) solutions, along with our self-managed Dremio Software, to enterprise clients with over 4,000 employees.
This role is driven by pipeline generation and outbound sales activities. While you will receive inbound interest and marketing support, your success will hinge on your ability to self-source pipeline through outbound prospecting, targeted account outreach, and collaborative partner engagement.
Enterprise AEs at Dremio manage the complete sales cycle—from creating a robust pipeline to closing deals. You will navigate complex environments where clients may require SaaS, self-managed software, or a hybrid solution based on their unique security, regulatory, or operational requirements. We expect our AEs to demonstrate urgency, discipline, and accountability throughout the sales process.
Key Responsibilities
- Meet and exceed sales quotas for designated accounts on a quarterly and annual basis by devising a well-structured sales strategy, identifying target prospects, and implementing a regional territory plan.
- Generate pipeline through proactive outbound prospecting, account-based outreach, partner initiatives, and targeted campaigns.
- Develop and manage comprehensive account plans for your client accounts.
- Serve as a trusted advisor to clients by understanding their current and future IT roadmaps, guiding them towards Dremio solutions.
- Utilize AI-driven sales tools to enhance prospecting and customer engagement strategies. Create compelling Points of View (POV) for client interactions.
- Qualify prospects and develop new sales opportunities to establish ongoing revenue streams.
- Organize and lead discussions and events with Executives and CxOs.
- Manage the sales process and close opportunities using Salesforce.com and Clari.

