Account Executive, Commercial

As a Commercial Account Executive, you will be a hunter responsible for winning new logos and growing our customer base. You'll build your own pipeline through daily outbound prospecting to Target Account lists, then own the full sales cycle from first conversation to close, including discovery, demos, executive alignment, and negotiation. You'll show prospects how the combined Fivetran and dbt platform helps them move, transform, and trust their data. You'll work side by side with Solutions Engineers to run proofs of value, and with partners to generate referrals and co-sell opportunities. You'll also help set the groundwork for how our two sales teams work together as we integrate.

Responsibilities

Own the full sales cycle from lead to close, including detailed discovery, product demonstrations, executive alignment, and driving positive business outcomes for your customers; Conduct daily outbound prospecting to Target Account lists to create demand and generate consistent pipeline; Work closely with your Solutions Engineer to organize proof-of-value and POC implementations of the combined platform; Work closely with your partner network to generate referrals, co-sell on opportunities, and expand our use across the partner portfolio; Execute campaigns to drive customer adoption and expand usage within your customer accounts, including identifying opportunities to introduce customers to both Fivetran and dbt; Become an expert in our technology, market, and value proposition, including SQL, dbt, and enterprise data operations; Forecast and articulate your opportunities on a weekly basis using the MEDDPICC and Command of the Message methodologies; Lead and contribute to team projects that develop and refine our sales process as the two teams integrate; Work with product and cross-functional business stakeholders to provide valuable feedback, new ideas, and input on the product roadmap; Be an active member of the dbt open source community; Embrace and adapt to a fast-moving environment with large amounts of change

Requirements

2+ years of experience in a closing technical Saas sales role, with a proven track record of meeting and exceeding revenue targets; Experience in Business Development; Ability to understand complex technical concepts and convey them in a consultative, conversational way, developing them into a consultative sale; Excellent written, verbal, and in-person communication skills, with the ability to engage stakeholders at all levels of an analytics organization (individual developer up to CTO) and hold multiple stakeholders accountable throughout a sales cycle; The diligence and organizational skills to work long, intricate sales cycles involving multiple client teams; A customer-centric approach and a passion for how customers can gain value and insight from data; Ability to operate in an ambiguous and fast-paced work environment; A passion for being an inclusive teammate and involved member of the community; Experience with SQL, or willingness to learn; A willingness and ability to travel as necessary

Nice to have

Familiarity with the modern data technology industry and key players; Prior experience in analytics, ETL, BI, and/or open-source software; Knowledge of or prior experience with dbt Labs and/or Fivetran products; Experience selling in a partner-influenced or co-sell environment

Benefits

100% employer-paid medical insurance; Generous paid time away from work, including paid vacation or flexible/unlimited vacation depending on role and country, plus paid sick time, inclusive parental leave, paid holidays, including a year-end Global Week of Rest, and volunteer days off; RSU stock grants; Professional development and training opportunities; Company virtual happy hours, free food, and fun team-building activities; Monthly cell phone stipend; Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents