Enterprise Hunter Account Executive

SLSQ427R341

Databricks is looking for an Enterprise Account Executive to join our team in Sydney, Australia. Our mission is to help Australia’s largest, most forward-thinking enterprises harness the full potential of Data and AI.

In this role, you will be the face of that mission for major organizations that have not yet begun their journey with Databricks. You will act as a partner and trusted advisor, guiding these leaders as they navigate the complexities of their data landscape. By blending a deep understanding of their unique business challenges with technical insight, you will help them integrate and launch their most ambitious AI initiatives. Partnering closely with our GTM, Product, and Field Engineering teams, you will ensure our customers don't just adopt our platform, but build their future on it.

The Impact You Will Have:

• Building the Future of Our Customer Base: You will be responsible for bringing the most significant, untapped enterprises in Australia into the Databricks ecosystem. The relationships you build today with these new customers will lay the foundation for them to become our largest and most successful partners in the years to come.
• Driving Strategic Value: You will focus on identifying the pivotal use cases that move the needle for our customers, helping them derive tangible value from the platform, and accelerating them beyond their initial projects.
• Securing Long-Term Partnerships: You will structure and close strategic agreements that allow us to co-invest in high-priority initiatives, effectively de-risking their projects and ensuring they have the support needed to innovate at scale.

Key Responsibilities:

• Strategic Prospecting: You will take a thoughtful approach to identifying and engaging the largest, non-Databricks enterprises in the region. Using intent signals, territory planning, and compelling customer narratives, you will cut through the noise to build meaningful relationships.
• Deep Customer Engagement: Collaborating with our BDR and Marketing teams, you will reach decision-makers to help them envision a different, more effective way to manage their data and AI assets.
• Sales Execution: You will lead the conversation from the first meeting to the close, creating urgency around the need for change. You will manage your territory with precision, using roundtables, executive briefings, and industry events to build genuine connections and move opportunities forward.
• Disciplined Pipeline Management: You will own your business, maintaining an accurate pipeline in Salesforce, leading proof-of-concepts, and shepherding complex deals through the entire lifecycle.
• Cross-Functional Orchestration: You will act as the quarterback for your accounts, engaging architects, professional services experts, and executive sponsors to ensure every customer has the resources they need to succeed from day one.

What We Look For:

• Characteristics: You are inherently proactive, resilient, and persistent. You bring a sense of urgency to your work, are comfortable navigating ambiguity, and are always looking for creative ways to solve problems.
• Experience: You have a proven history of success in sales, specifically in acquiring new logos and breaking into new territories. You are comfortable selling innovation—ideally in Big Data, Cloud, or SaaS—and understand the nuances of a consumption-based business model.
• Skills: You are a master of prospecting and customer engagement. You know how to build a business case that sticks and have a track record of securing and growing significant first-time commitments.
• Collaboration: You thrive in a team environment, working effectively with cross-functional partners, GDRs, and Customer Success teams to deliver a unified experience.
• Technical Acumen: You have a strong grasp of the Databricks platform and, more importantly, the ability to communicate its value in a way that resonates with business leaders, not just technical teams.