Enterprise Account Executive

Cloudera; United States; On-site; USD 320,000 - 340,000; Full time

Benefits offered by this job

Generous PTO

Flexible WFH

Wellness programs

Career development

Comprehensive benefits

Job summary

Cloudera is seeking an Account Executive to drive expansion revenue within enterprise accounts and land new data workloads. You will engage senior leaders up to the C-suite, build a data-driven territory plan, and manage end-to-end deals from discovery to close while ensuring forecast accuracy.

Ideal candidates bring 5–9 years of enterprise software sales, a BA, MEDDIC/MEDDPICC fluency, and experience with data analytics or AI.

Qualifications

• 5–9 years of enterprise software sales experience.
• Bachelor's degree or equivalent.
• Proficient in MEDDIC/MEDDPICC and forecast discipline.
• Strong prospecting and account expansion skills.
• Experience selling data analytics/AI use cases.
• Willing to travel domestically and internationally.

Responsibilities

• Capture net-new workloads and expand within installed accounts.
• Engage senior technical and business decision-makers up to C-suite.
• Build and manage a healthy enterprise pipeline using multi-touch outreach.
• Lead deals from discovery through value modeling, negotiation, and close.
• Develop data-driven territory plans to maximize revenue and quota attainment.
• Collaborate with ecosystem partners to accelerate deal velocity.
• Meet and exceed quarterly and annual quotas and ensure customer satisfaction.

Skills

Enterprise software sales

MEDDIC/MEDDPICC

Data analytics & AI

Travel availability

Communication

Education

BA or equivalent

Tools

Salesforce

Clari

Job description

At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world's largest enterprises.

Key for this role will be the ability to manage a wider patch and define the right strategy to generate pipeline and customer opportunities efficiently. You will play a pivotal role in identifying and pursuing new business opportunities within an existing customer base, cultivating relationships with key stakeholders, and ensuring the successful adoption of our solutions.

As an Account Executive you will:

• Capture Net-New Workloads: Drive expansion revenue within installed accounts by outbound-prospecting to discover and land new business use cases and data workloads.
• Engage Technical Leadership: Penetrate target accounts by initiating outreach to senior technical and business decision-makers up to C suite.
• Pipeline Generation & Forecasting Discipline: Build and manage a healthy enterprise pipeline using multi-touch approach and outbound tools. Maintain and drive rigorous forecasting accuracy and deal tracking in Salesforce and Clari.
• Orchestrate End-to-End Deals: Manage the complete sales lifecycle across the entire platform portfolio, leading opportunities from initial discovery through value modeling, negotiation, and close.
• Execute Strategic Territory Planning: Build and execute a data-driven account plan designed to maximize market share and consistently overachieve annual revenue targets.
• Mobilize Ecosystem Partners: Partner closely with cross-functional teams and external ecosystem channels to amplify reach and accelerate deal velocity.
• Quotas: Meet and exceed all quarterly and annual sales quotas and ensure customer satisfaction

We’re excited about you if you have:

• Approximately 5 to 9 years of enterprise software sales
• BA or equivalent experience
• Strong Sales Methodology: MEDDIC or MEDDPICC
• Excellent PP, PG skills to drive new business and expand existing accounts.
• Demonstrated ability to sell use cases horizontally across the organization into different business units
• Data analytics and AI experience
• Ability to travel domestically and internationally
• This role is not eligible for sponsorship

The anticipated annual OTE range for this position is:

California: $320 - $340k

Individual compensation within the published range is determined by the candidate's skills, experience, qualifications, and primary work location. In addition to base pay, sales roles are eligible for Cloudera's commission plan, while non-sales roles are eligible for the corporate incentive plan. All employees receive a comprehensive benefits package.

What you can expect from us:

• Generous PTO Policy
• Support work life balance with Unplugged Days
• Flexible WFH Policy
• Mental & Physical Wellness programs
• Phone and Internet Reimbursement program
• Access to Continued Career Development
• Comprehensive Benefits and Competitive Packages
• Paid Volunteer Time
• Employee Resource Groups
• EEO/VEVRAA