Commercial Account Executive

Starburst; Boston (MA); Hybrid; USD 160,000 - 200,000; Full time

Job summary

Starburst is hiring a Mid-Market Account Executive in Boston on a hybrid model, onsite 1-3 days weekly. You will own full-cycle sales, from prospecting to close, targeting commercial SMB to enterprise with an ICP focus in data and analytics.

You will drive revenue, manage inbound/outbound leads, and expand product adoption within accounts, leveraging Salesforce and Tableau to optimize performance and forecasts.

Qualifications

• Proven track record of closing deals in data infrastructure, analytics, or software.
• Develop and execute effective account plans to drive sales.
• Thrives in fast-paced, technical environments and communicates effectively with executives.
• Demonstrates collaboration, grit, humility, and optimism within a team.
• College degree or equivalent experience is required.

Responsibilities

• Drive revenue growth by meeting quarterly and annual targets.
• Manage inbound leads and outbound campaigns to qualify and progress opportunities.
• Drive product adoption and retention within existing accounts by identifying new use cases.
• Serve as trusted advisor to customers aligning Starburst solutions with growth goals.
• Build and expand relationships within accounts to create long-term value.
• Own the full sales cycle from prospecting to negotiation and close.
• Accurately forecast sales activity and collaborate with cross-functional teams.
• Leverage data and tools (Starburst, Salesforce, Tableau) to optimize sales strategies.

Skills

Proven closer

Strategic account planning

Executive-focused

Collaborative & driven

Travel-ready

Education

Bachelor's degree or equivalent

Tools

Salesforce CRM

Tableau

Starburst platform

Job description

Starburst delivers enterprise intelligence at scale by giving organizations secure, governed access to all their data, wherever it lives. Built for distributed data environments, Starburst helps enterprises power AI and analytics without the cost and complexity of traditional data consolidation. With open standards including Trino and Apache Iceberg, Starburst enables trusted access to complete enterprise context while helping organizations avoid vendor lock-in. Leading global enterprises trust Starburst to fuel AI, analytics, and enterprise intelligence. Learn more at starburst.ai .

About the role:

Starburst Data is seeking driven Account Executives (AE) to accelerate our growth within the Commercial segment (companies with under $1 billion in revenue across SMB, Mid-market and Enterprise). As an AE, you will be a key player in driving new customer acquisition and expanding our footprint within existing accounts. You will be responsible for full‑cycle sales, from initial outreach to closing deals, with a focus on our Ideal Customer Profile (ICP). This role requires a strong understanding of the data landscape and the ability to articulate the value of Starburst's solution.

This role offers a unique opportunity to join a high-growth company at the forefront of Data & AI initiatives. If you are a results-oriented sales professional with a passion for data and a proven track record of success, we encourage you to apply.

As a Mid-Market Account Executive at Starburst you will:

• Drive Revenue Growth: Achieve quarterly and annual sales targets by effectively managing your pipeline and closing deals.
• Manage Inbound & Drive Outbound: Manage inbound leads (website, forms, MQLs) and proactively develop outbound campaigns to target commercial prospects. Guide potential customers through the product exploration process.
• Increase Product Adoption & Retention: Drive product adoption and retention within existing accounts by identifying new use cases, addressing onboarding challenges, and promoting feature adoption.
• Strategic Customer Advisor: Serve as a trusted advisor to customers, understanding their business objectives and aligning Starburst solutions to meet their growth initiatives.
• Build Strong Relationships: Cultivate and expand relationships within customer accounts to strengthen partnerships and create long‑term value.
• Full Sales Cycle Ownership: Manage the entire sales cycle, from prospecting and qualification to negotiation and close, consistently winning new logos.
• Accurate Forecasting & Collaboration: Accurately forecast sales activity, communicate effectively with internal stakeholders, and collaborate seamlessly with cross‑functional teams, including Solution Architects, Product, Sales Development and management.
• Data-Driven Approach: Leverage data and tools such as Starburst, Salesforce, and Tableau to track progress, analyze performance, and optimize sales strategies.

Some of the things we look for:

• Proven Closer: You consistently exceed quotas and have a track record of closing deals, ideally in data infrastructure, analytics, or software.
• Strategic Account Planner: You develop and execute effective account plans to drive sales.
• Technically Adept & Executive‑Focused: You thrive in fast‑paced technical environments and confidently sell to C‑level executives and across business units.
• Collaborative & Driven: You're gritty, humble, curious, and optimistic, contributing to a positive team environment.
• Education: You have a college degree or equivalent experience.
• Ability to Travel: This role will require occasional in‑person travel for purposes including but not limited to new hire onboarding, team and department offsites, customer engagements, and other company events. Actual travel expectations may vary by role and business needs

Where could this role be based?

• This role is based in our Boston office and follows a hybrid model, with an expectation of being onsite 1-3 days per week.

Starburst is dedicated to maintaining fair and equitable compensation practices. The salary range provided for this role reflects the minimum and maximum targets for candidates across all U.S. locations and could be inclusive of variable compensation, such as commission or bonus. All employees receive equity packages (ISOs) and have access to a comprehensive benefits offering. Actual compensation packages are determined based on relevant skills, experience, education and training, and specific work location. For more information, connect with the recruiting team or Hiring Manager during the process as they can provide more detailed information about the salary range.

Pay Range

$160,000 - $200,000 USD

Build your career at Starburst

All-Stars have the opportunity and freedom to realize their true potential. By building alongside top talent, we’re empowered to take ownership of our careers and drive meaningful change. Anchored in industry‑proven technology and unprecedented success, All-Stars are taking on the challenge everyday to disrupt our industry – and the future.

Our global workforce is supported by a competitive Total Rewards program that reflects our commitment to a rewarding and supportive work environment. This includes a variety of benefits like competitive pay, attractive stock grants, 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 authentically.

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.

Your personal data will be retained by Starburst Data as long as Starburst Data determines it is necessary to evaluate your application for employment based on the Candidate Privacy Policy .

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Starburst’s Equal Employment Opportunity policy,we do not discriminate on the basis of the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service‑connected disability.

A "recently separated veteran" means any veteran during the three‑year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.