Startup Core Account Executive

Xapply; Greater London; Hybrid; GBP 70,000 - 110,000; Full time

Job summary

Databricks, the Data and AI company, is seeking an Account Executive to drive growth with Start‑up and Mid‑Market customers. You will own consumption-based selling, articulate platform value, expand usage in existing accounts, and identify new use cases to accelerate closure.

Collaborating with engineering, product, and cloud partners, you will track opportunities in Salesforce and strive to exceed quarterly revenue targets while delivering data and AI solutions that scale.

Qualifications

• Demonstrated experience driving consumption growth and closing commit deals in a direct sales role.
• Experience in relevant software sales roles with a consumption-based sales motion.
• Exposure to the software industry and selling SAAS, Big Data and Business Value concepts.
• Understanding of data platforms and cloud ecosystems.
• Knowledge of startup lifecycle and decision-making processes.
• Experience exceeding sales targets/quotas.
• Success in closing new accounts while managing existing accounts.
• Familiarity with MEDDPICC framework.

Responsibilities

• Assess territory and develop a successful execution strategy within the first 30 days.
• Drive quarter-on-quarter consumption growth in existing accounts.
• Exceed activity and quarterly revenue targets.
• Track customer details in Salesforce (use cases, purchase timeframes, next steps, forecasting).
• Identify new use-case opportunities and demonstrate value to customers.
• Collaborate with cross-functional engineering and product teams to maximize value for customers.

Skills

Consumption growth

Software sales

Consumption-based sales

SAAS knowledge

Big Data basics

Business value selling

Cloud ecosystems

Startup lifecycle

Sales targets

New and existing accounts

MEDDPICC framework

Education

Bachelor’s degree or relevant work experience

Job description

SLSQ427R716

Want to join a fast-growth pre-IPO organisation that could define the next stage of your career?

Reporting to the Director for Startups as an Account Executive at Databricks, you come with relevant experience selling to Start-up and Mid-Market accounts. As a successful candidate, you are a self-starter who understands the consumption sales process. You know how to sell innovation and value to existing customers, identify new use cases and grow consumption and can guide deals forward to compress decision cycles. You love understanding a product in depth and are passionate about communicating its value to customers and partners. Always prospecting for new use cases and opportunities within existing accounts. You will be offered huge potential for career progression as part of an innovative business unit supporting fast-growing customers at Databricks.

The impact you will have:

• Assess your territory and develop a successful execution strategy within the first 30 days


• Drive quarter-on-quarter consumption growth in existing accounts


• Exceed activity and quarterly revenue targets


• Track all customer details, including use case, purchase time frames, next steps, and forecasting in Salesforce


• Identify new use case opportunities and showcase value to existing customers


• Work closely with cross-functional engineering and product teams to deliver the most value back to your customers, aligned with the adoption of our platform


• Working with system integrators, ISVs and cloud partners to help customers build a world-class data and AI strategy


• Drive business and technical consultancy for businesses to scale their data & company strategies effectively


• Promote the value of Databricks' Data Intelligence Platform


• Ensure 100% satisfaction among all customers

What we look for:

• Demonstrated experience driving consumption growth and closing commit deals in a direct sales role


• Experience in relevant software sales roles with a consumption-based sales motion


• Some exposure to the software industry and some basic concepts of selling SAAS, Big Data and Business Value


• Basic understanding of the data platform and cloud ecosystems


• Understanding of the life cycle of a startup and its decision-making process


• Experience exceeding sales targets/quotas


• Success in closing new accounts while working on existing accounts


• General understanding of MEDDPICC


• Bachelor's Degree or relevant work experience

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. 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.

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.