Databricks · 20 hours ago
Strategic Enterprise Account Executive, Defense Industrial Base (DIB)
United States
Full-time
Remote
Senior Level
$245K/yr - $343K/yrDatabricks is a leader in the Unified Data Analytics and AI space, and they are seeking a Strategic Account Executive to drive go-to-market campaigns with Defense Industrial Base partners. The role involves building executive relationships, evaluating modernization benefits for federal programs, and driving value-based growth to expand Databricks' footprint in the defense sector.
AnalyticsArtificial Intelligence (AI)Data IntegrationData ManagementData StorageInformation TechnologyMachine Learning
No H1B
Security Clearance Required
Responsibilities
Build executive relationships with CROs, Heads of Product, Line-of-Business leaders, program managers, and other critical stakeholders at defense industrial base primes such as Raytheon, Lockheed Martin, and Northrop Grumman
Evaluate and quantify modernization benefits for existing federal programs, from baseline current-state architectures and workflows to proposed target architectures on Databricks
Drive value-based growth (building joint business plans, co-sell motions, and end-customer activation) to create and close opportunities that expand Databricks consumption
Qualification
Required
U.S. Federal programs and procurement familiarity. Deep understanding of programs of record and how government buys, e.g., FAR/DFARS, PPBE budget cycles, and common pathways (IDIQ/GWAC, OTA)
Architectural fluency. Ability to explain how Databricks integrates within a Defense Industrial Base-style enterprise architecture and align this to business outcomes; you will be paired with a Solution Architect who owns the reference architecture and technical build-out
DIB familiarity. Prior experience selling to or partnering with RTX, Lockheed Martin, Northrop Grumman, BAE, General Dynamics, Boeing or comparable defense primes
Executive selling breadth. Proven success selling to CROs, Heads of Product and Line-of-Business executives (beyond IT/CDO only)
Builder mindset. Comfortable operating with autonomy in fast-moving and sometimes ambiguous environments; you know how to create structure, drive alignment, and land results with limited oversight
Security clearance and experience handling classified or sensitive defense contracts
Excellent communication, value-storytelling and negotiation skills
Bachelor's degree
Preferred
Familiarity with Databricks or similar data analytics platforms
Understanding of cloud platforms and data architectures relevant to defense workloads
Benefits
Eligibility for annual performance bonus
Equity
Company
Databricks
Databricks is a data and AI platform that unifies data engineering, analytics, and machine learning on a lakehouse architecture.
Founded in 2013
5001-10000 employees
Funding
Current Stage
Late StageTotal Funding
$25.81BKey Investors
Counterpoint GlobalFranklin TempletonAndreessen Horowitz
2025-12-16Series Unknown· $4B
2025-09-08Series Unknown· $1B
2025-01-13Debt Financing· $5.25B
Leadership Team
Ali Ghodsi
CEO and Co-founder
David Conte
Chief Financial Officer
Recent News
2026-01-22
Company data provided by crunchbase