Enterprise Sales Director, Utilities & Telco

Databricks Inc.; Greater London; On-site; GBP 120,000 - 180,000; Full time

Job summary

Databricks Inc. is seeking a high‑impact leader to head the Enterprise Named and Strategic Account Executives in UKI. You will coach a team to exceed quotas, craft territory plans, and deliver accurate revenue forecasts while expanding existing business and driving customer value.

You will partner with cross‑functional teams to manage revenue, customer success, and a data/AI driven Go‑To‑Market. The role reports to the RVP, Enterprise, and demands a track record of rapid growth and strategic

Qualifications

• Seasoned leader of high-growth enterprise software sales teams serving Named and Strategic customers.
• Strong experience in Telco or Utilities verticals.
• Proven track record of exceeding quotas at fast-growth tech companies.
• Skilled at hiring and developing top sales talent.
• Experience with MEDDPIC and Challenger selling methodologies.
• Ability to build territory plans and forecast revenue with cross-functional teams.

Responsibilities

• Lead a team of account executives, coaching them to develop the skills and behaviours needed to succeed.
• Establish company territory plans, team structure, individual quotas and patches for your team, including investment capacity requirements.
• Report on revenue forecast and strategic GTM programs.
• Partner with cross-functional teams to manage a complete revenue and customer success process.
• Inspire a culture of teamwork, leading with value and achieving desired customer outcomes.
• Develop trust-based relationships with customers and partners to ensure long‑term success.
• Encourage learning and ongoing understanding of technical product details and our future product roadmap.
• Establish a revenue growth and investment plan in the first 90 days.
• Deliver our strategic growth plans, in collaboration with the other function leaders across EMEA, ensuring forecast accuracy and a predictable, high‑growth business.

Skills

Team leadership

Enterprise software sales

Quota attainment

MEDDPIC

Challenger selling

Telco/Utilities knowledge

Hiring sales talent

GTM planning

Job description

Do you want to help solve the world's toughest problems with big data and AI? This is what we do every day at Databricks!

Leading a team of Enterprise Named and Strategic Account Executives, you will be measured by achieving your team's overall quota and growing Databricks consumption. This team of account executives is passionate about building a data ecosystem for UKI, technically knowledgeable, and have a strong desire to drive value for our customers.

You will oversee the Telco & Utilities senior sales team, implementing sales plans, expanding existing business and delivering accurate sales forecasting and reporting.

This is a fantastic opportunity to build upon a highly successful team achieving significant year on year growth, in a fast growing business which is hugely impactful part of the UKI sales organisation. We are looking for owners, who will go the extra mile and want to be the very best at what they do.

The position will report directly to the RVP, Enterprise.

The impact you will have

• Lead a team of account executives, ensuring you coach them to develop the skills and behaviours they will need to succeed
• Establish company territory plans, team structure, individual quotas and patches for your team, including investment capacity requirements
• Report on revenue forecast and strategic GTM programs
• Partner with cross-functional teams to manage a complete revenue and customer success process
• Inspire a culture of teamwork, leading with value and achieving desired customer outcomes
• Develop trust-based relationships with customers and partners to ensure long‑term success
• Encourage learning and ongoing understanding of technical product details and our future product roadmap
• Establish a revenue growth and investment plan in the first 90 days
• Deliver our strategic growth plans, in collaboration with the other function leaders across EMEA, ensuring forecast accuracy and a predictable, high‑growth business

What we look for

• Experience as a high-growth enterprise software sales leader with experience leading sales teams serving Named and Strategic customers in UKI within the Data, AI, Cloud, or SaaS Sales Industry
• Experience within the Telco or Utilities vertical
• History of exceeding sales quotas in similar high-growth technology companies
• Ability to engage with and hire sales talent in the market
• Focus and emphasis on methodology-based sales coaching, MEDDPIC and a Challenger mentality
• Experience of value-based sales with both the business and IT stakeholders including C suite
• Experience in leadership roles focused on managing sales organisations to influence, develop, and achieve objectives within Data, AI, Cloud, or SaaS sales
• Extended Executive relationship network with key Telco & Utilities customers.
• Knowledge of the partner ecosystem to help grow Enterprise strategic territories
• Success implementing strategies for consumption and commitment-based sales revenue models

About Databricks

Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark, Delta Lake and MLflow.

Benefits

We strive to provide comprehensive benefits and perks that meet the needs of all our employees.

Our Commitment to Diversity and Inclusion

We are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio‑economic status, veteran status, and other protected characteristics.

Compliance

If access to export‑controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.