Starburst
Enterprise Account Executive (West - SoCal)
Starburst, San Diego, California, United States, 92189
About Starburst
At Starburst, we are working to dismantle the status quo of data silos and vendor lock-in every single day. For decades, database companies have held their customers hostage and we believe that's just plain wrong. Starburst offers a full-featured data lake analytics platform, built on open source Trino. Our platform includes all the capabilities needed to discover, organize, and consume data without the need for time-consuming and costly migration projects. Today more than 300 leading organizations trust us to make better decisions faster.
Though Starburst has raised $414M in venture funding from top investors, we were founded in a rather unusual way as we bootstrapped the business with customers and revenue from the very beginning! We are a remote-first company with employees all over the world and are proud to be named a Best Place to Work. Come join our team of All-Stars!
About the role
The Enterprise Account Executive at Starburst is a quota carrying, enterprise software sales position responsible for meeting and exceeding goals through generating and closing new opportunities while increasing awareness of Starburst in the marketplace. We are looking for motivated, focused, and coachable sales professionals with experience across the full spectrum of the software sales cycle - prospecting, defining, and articulating value proposition, pilot process management, business case development, negotiation, and closing.
As an Enterprise Account Executive at Starburst you will:Drive new business opportunities for selling Starburst software and services engagements within assigned territoryDevelop and implement a sales strategy against assigned territory and/or targeted list of customersDevelop a deep understanding of, and effectively articulate, the Starburst offering and value proposition in the marketConstantly focused on pipeline generation within the territory to ensure long term successInteract with and leverage the Channel and Alliance partner community to find new opportunities and drive existing deals to closeManage opportunities through the sales cycle from initial inquiry to forecasted pipeline to deal design and closeMeet quarterly and annual revenue objectives for your territoryProvide continuous updates on all active accounts and report on sales, activities, status, and progress on a regular basis (via CRM, webex or in-person)Maintain a high level of customer satisfaction and reference-abilityTravel for client visits and presentationsSome of the things we look for:
5+ years of progressive SaaS software sales experience to companiesTrack record of success in closing business in large complex enterprise accountsExcellent negotiation, analytical, financial, and organizational capabilities. Able to thrive in an evolving, entrepreneurial structure and environmentOutstanding verbal and written communication skillsAbility to work at both a tactical and strategic levelMust possess a can-do, self-starter mentality in a highly collaborative atmosphereHave experience working in high growth early-stage companiesPreferred Experience:
Data analytics softwareBusiness intelligence softwareDatabase/data warehousing platformsWhere could this role be based?
US West Coast
$300,000 - $330,000 a year
It is common for employees in this role to receive a total on target earnings of $300,000 - $330,000 with a 50/50 split, subject to standard withholding and applicable taxes. All candidates receive equity (ISO) and access to a comprehensive benefits offering. The base salary range reflects the minimum and maximum target for candidates across all US locations. Work location, skills, experience, and any relevant education or training determine the compensation awarded to the candidate. The Recruiting Team or Hiring Manager can share more about the specific salary range with you during the recruitment process.
Why build your career at Starburst?
We live by our three core company values: Character, Competence, and Ownership and are a team of top performers. We are each in the driver's seat, shaping our organization and working together towards our common mission. We are solving exceptionally complex and meaningful challenges here and as we innovate, we each have the opportunity to build our careers alongside Starbursts's growth.
We take care of our global workforce by making sure employees enjoy competitive salaries and attractive stock grants, remote-friendly work options, flexible paid time off, and more!
We are committed to fostering an intentional, inclusive, and diverse culture that drives deep engagement, authentic belonging, and an exceptional All-Star experience. We believe that diversity of thought, perspective, background and experience will enable us to own what we do, drive our success and empower our All-Stars to show up for one another authentically in all moments that matter.
Starburst provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
#BI-Remote #LI-Remote
At Starburst, we are working to dismantle the status quo of data silos and vendor lock-in every single day. For decades, database companies have held their customers hostage and we believe that's just plain wrong. Starburst offers a full-featured data lake analytics platform, built on open source Trino. Our platform includes all the capabilities needed to discover, organize, and consume data without the need for time-consuming and costly migration projects. Today more than 300 leading organizations trust us to make better decisions faster.
Though Starburst has raised $414M in venture funding from top investors, we were founded in a rather unusual way as we bootstrapped the business with customers and revenue from the very beginning! We are a remote-first company with employees all over the world and are proud to be named a Best Place to Work. Come join our team of All-Stars!
About the role
The Enterprise Account Executive at Starburst is a quota carrying, enterprise software sales position responsible for meeting and exceeding goals through generating and closing new opportunities while increasing awareness of Starburst in the marketplace. We are looking for motivated, focused, and coachable sales professionals with experience across the full spectrum of the software sales cycle - prospecting, defining, and articulating value proposition, pilot process management, business case development, negotiation, and closing.
As an Enterprise Account Executive at Starburst you will:Drive new business opportunities for selling Starburst software and services engagements within assigned territoryDevelop and implement a sales strategy against assigned territory and/or targeted list of customersDevelop a deep understanding of, and effectively articulate, the Starburst offering and value proposition in the marketConstantly focused on pipeline generation within the territory to ensure long term successInteract with and leverage the Channel and Alliance partner community to find new opportunities and drive existing deals to closeManage opportunities through the sales cycle from initial inquiry to forecasted pipeline to deal design and closeMeet quarterly and annual revenue objectives for your territoryProvide continuous updates on all active accounts and report on sales, activities, status, and progress on a regular basis (via CRM, webex or in-person)Maintain a high level of customer satisfaction and reference-abilityTravel for client visits and presentationsSome of the things we look for:
5+ years of progressive SaaS software sales experience to companiesTrack record of success in closing business in large complex enterprise accountsExcellent negotiation, analytical, financial, and organizational capabilities. Able to thrive in an evolving, entrepreneurial structure and environmentOutstanding verbal and written communication skillsAbility to work at both a tactical and strategic levelMust possess a can-do, self-starter mentality in a highly collaborative atmosphereHave experience working in high growth early-stage companiesPreferred Experience:
Data analytics softwareBusiness intelligence softwareDatabase/data warehousing platformsWhere could this role be based?
US West Coast
$300,000 - $330,000 a year
It is common for employees in this role to receive a total on target earnings of $300,000 - $330,000 with a 50/50 split, subject to standard withholding and applicable taxes. All candidates receive equity (ISO) and access to a comprehensive benefits offering. The base salary range reflects the minimum and maximum target for candidates across all US locations. Work location, skills, experience, and any relevant education or training determine the compensation awarded to the candidate. The Recruiting Team or Hiring Manager can share more about the specific salary range with you during the recruitment process.
Why build your career at Starburst?
We live by our three core company values: Character, Competence, and Ownership and are a team of top performers. We are each in the driver's seat, shaping our organization and working together towards our common mission. We are solving exceptionally complex and meaningful challenges here and as we innovate, we each have the opportunity to build our careers alongside Starbursts's growth.
We take care of our global workforce by making sure employees enjoy competitive salaries and attractive stock grants, remote-friendly work options, flexible paid time off, and more!
We are committed to fostering an intentional, inclusive, and diverse culture that drives deep engagement, authentic belonging, and an exceptional All-Star experience. We believe that diversity of thought, perspective, background and experience will enable us to own what we do, drive our success and empower our All-Stars to show up for one another authentically in all moments that matter.
Starburst provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
#BI-Remote #LI-Remote