Note: The job is a remote job and is open to candidates in USA. Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises. As a Commercial Account Executive, you will focus on selling Dremio Cloud (SaaS) to commercial customers, managing the full sales cycle and driving pipeline generation through outbound prospecting.
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
Skills
- 3-5 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 $75K–$300K ARR SaaS deals
- Experience in carrying and achieving $800K+ 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
- Experience selling into LATAM and Brazil markets
- Experience working with regional partners and building a partner network
- Fluency or working proficiency in Spanish and Portuguese
- Willingness and ability to travel on-site as required
- BA/BS required
- Experience with consumption-based or cloud-native SaaS models
- Familiarity with lakehouses, data warehouses, analytics, AI, and/or modern data platforms
- Exposure to open-source ecosystems
Company Overview