Enterprise Sales Director, Utilities & Telco

databricks; Greater London; On-site; GBP 120,000 - 180,000; Full time

Job summary

Databricks in UKI is seeking a high‑impact Enterprise Sales leader to guide the Telco & Utilities senior sales team. You will drive growth by expanding existing business, coaching account executives, and delivering accurate revenue forecasts.

Reporting to the RVP, Enterprise, you will set territory plans, quotas, and partner with cross‑functional teams to deliver customer outcomes and a high‑growth, value‑based sales culture. Experience with MEDDPIC and Challenger methods is essential.

Qualifications

• Experience leading high-growth enterprise software sales teams.
• Track record with Named and Strategic accounts in UKI.
• Proven ability to exceed quotas in data/AI/cloud/SaaS sectors.
• Strong coaching mindset using MEDDPIC framework.
• Established relationships with Telco & Utilities customers.

Responsibilities

• Lead a team of account executives, coaching to develop skills and behaviours.
• Establish territory plans, quotas, patches, and investment needs.
• Report on revenue forecast and run strategic GTM programs.
• Partner with cross-functional teams to manage revenue and success.
• Inspire teamwork and deliver customer outcomes through value.
• Develop trust-based relationships for long-term success.
• Encourage understanding of product details and roadmap.
• Deliver growth plans with other function leaders across EMEA.
• Ensure forecast accuracy and high-growth execution.

Skills

Enterprise sales leadership

MEDDPIC

Challenger selling

Value-based selling

Team coaching

Job description

SLSQ227R272

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 is a team of account executives that are 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 customers 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, ensure 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 20,000 organizations worldwide - including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 - rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn, X, YouTube, and Instagram.

Benefits

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.

Our Commitment to Diversity and Inclusion

At Databricks, 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.