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Dremio · 21 hours ago

Commercial Account Executive - East

United States

Full-time

Remote

Mid Level

3+ years exp

Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises. The Commercial Account Executive will focus on selling Next Gen Dremio Cloud (SaaS) to commercial customers, managing the full sales cycle from pipeline creation to closing deals.

AnalyticsBig DataBusiness IntelligenceMachine LearningSoftware

Comp. & Benefits

Responsibilities

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

Sell Next Gen Dremio Cloud (SaaS) exclusively to commercial customers

Maintain healthy pipeline coverage through consistent outbound activity driving to exceed 3x coverage ratios

Execute 3–6 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

Qualification

SaaS sales experiencePipeline generationAccount managementSalesforce.comOutbound prospectingPresentation skillsRelationship managementListening skillsHigh-energy attitudeExecution disciplineCommunication skillsOrganizational skillsTeam collaboration