Startup Hunter Account Executive

Databricks; Singapore; On-site; SGD 90,000 - 130,000; Full time

Job summary

Databricks is seeking a Startup Hunter Account Executive to drive new logo and expansion opportunities across Singapore/ASEAN. You will blend technical and business acumen to articulate Databricks value, collaborate with cross-functional teams, and progress deals through a defined sales process. This role reports to the Sr.

Manager, Emerging Enterprise & DNB. You will engage startups and mid-market accounts, leveraging a consumption-based model and co-selling with major cloud providers to

Qualifications

• 2-3 years of Startup/Emerging Enterprise Sales experience exceeding quotas across Singapore/SEA accounts.
• Experience in a consumption-based sales motion.
• Strong closing experience and evidence of exceeding sales quota.
• Ability to navigate and thrive in a fast-growing organization.
• Sales experience within Cloud software, open source tech, or Data & AI space.
• Experience driving adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure and Google Cloud teams.
• Methods for co-developing business cases and obtaining C-level executive support.
• Familiarity with Territory/Account planning, MEDDPICC, and value/discovery selling.
• Ability to articulate intricate cloud technologies.
• Bachelor's Degree or equivalent experience preferred.

Responsibilities

• Assess accounts and develop a strategy to identify and engage all buying centers.
• Use a solution-based approach to selling and creating value for new logo accounts.
• Switch between technical stakeholders and business buyers to connect challenges to business value.
• Identify and close quick wins while managing longer, complex sales cycles.
• Track all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce.
• Map whitespace opportunities across your defined territory to identify viable use cases.
• Coordinate with teams to maximize impact on the ecosystem and engagements.
• Build value in all engagements to enable negotiations and close deals.
• Be customer-focused by delivering technical and business results using the Databricks Intelligence Platform.

Skills

Startup/ Emerging Enterprise Sales

Quota attainment

Cloud software sales

SaaS adoption

MEDDPICC

Executive engagement

Territory planning

Value selling

Articulating cloud tech

Education

Bachelor's Degree or equivalent experience

Tools

Salesforce

CRM tools

Job description

SLSQ127R134

Do you want to help solve the world's toughest problems with data and AI? At Databricks, we do this every day.

As a Startup Hunter Account Executive at Databricks, you come with relevant experience selling to Startups/Commercial/Mid-Market accounts. As a successful candidate, you are a self-starter who understands the sales process. Passionate about solving business challenges, you excel at initiating and advancing conversations to value delivery using a defined methodology. Skilled at selling innovation, you guide deals to accelerate decision-making, articulate product value to customers and partners, and collaborate with cross-functional teams to close new business and grow existing accounts in ASEAN market.

You will report to the Sr. Manager, Emerging Enterprise & DNB

Impact You Will Have

• Assess your accounts and develop a strategy to identify and engage all buying centers
• Use a solution-based approach to selling and creating value for new logo accounts
• Be comfortable switching between technical stakeholder and business buyer personas, in order to connect the customers challenges to business value through the entire sales cycle
• Identify and close quick wins while managing longer, complex sales cycles
• Track all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce
• Map the whitespace opportunity across your defined territory, and use methodology to identify the most viable use cases in each account to maximise Databricks impact
• Orchestrate and work with teams to maximise the impact on your ecosystem
• Build value with all engagements to promote successful negotiations to close point
• Be customer-focused by delivering technical and business results using the Databricks Intelligence Platform

What We Look For

• 2-3 years of Startup/ Emerging Enterprise Sales experience exceeding quotas, covering Singapore/ SEA accounts or territory
• Experience in working in a consumption-based sales motion
• Strong closing experience and evidence of exceeding sales quota
• Ability to navigate and be successful in a fast-growing organization
• Sales experience within Cloud software, open source technology, or ideally Data and AI space
• Experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure and Google Cloud teams
• Methods for co-developing business cases and gaining support from C-level Executives
• Familiarity with sales methodologies and processes (e.g. Territory and Account planning, MEDDPICC, and value/discovery selling)
• Simply articulate intricate cloud technologies
• Bachelor's Degree or equivalent experience preferred

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.