Enterprise Account Executive - EMEA

ARANGO; San Francisco (CA); Remote; USD 120,000 - 180,000; Full time

Job summary

Arango is seeking an Enterprise Seller to drive revenue growth with large enterprise customers. You will own MEDDIC-based qualification, build strategic relationships, and clearly articulate the business value of Arango's Contextual AI data platform.

You will navigate long sales cycles, collaborate with Technical PreSales, Marketing and Customer Success, and travel as needed to engage key accounts across the US and Europe, delivering win themes and measurable ROI.

Qualifications

• 3-7+ years in IT infrastructure and large enterprise selling.
• In-region experience is critical; we need someone who has a historical understanding of the key accounts/customers within the defined geography.
• Open to "up and comers" should they have the right domain experience.
• Domain experience = any vendor within the Data & AI world, i.e., Databricks, Neo4j, Snowflake, any DB vendor, any AI vendors.
• Hunter mentality is key; we need reps who understand how to own PG responsibilities.
• Ability to go high and wide within the existing install base, specifically within large complex global accounts.
• Deep expertise in the MEDDIC sales methodology and a demonstrated ability to qualify opportunities effectively, align with customer success metrics and close high-value deals.
• Excel in managing long sales cycles and enjoy the strategic challenge of engaging with enterprise clients.
• Exceptional relationship-building skills and can effectively communicate the strategic and financial value of Arango to drive long-term customer success.
• Data-driven, leveraging metrics and insights to guide decisions, while ensuring CRM tools are updated for actionable intelligence.
• Must speak business-level German, both verbally and in writing.
• Must speak fluent-level English, both verbally and in writing.

Responsibilities

• Build and expand net new business by consistently generating pipeline meetings through targeted prospecting activities and leveraging insights from existing customer accounts.
• Leverage the MEDDIC playbook to qualify opportunities rigorously, identify key stakeholders, and drive alignment with customer metrics and business outcomes.
• Maintain the highest level of CRM hygiene in Salesforce, ensuring all daily activities, interactions, and pipeline data are accurately tracked and managed for strategic decision-making.
• Deliver compelling presentations and high-level demonstrations tailored to highlight Arango’s unique value and align solutions with customer business objectives.
• Collaborate cross-functionally with Technical PreSales, Marketing, and Customer Success teams to uncover and articulate the business benefits of Arango, driving adoption across enterprise organizations.
• Commit to weekly pipeline review and forecast accuracy, using data to inform strategy and ensure alignment with company goals.
• Travel as necessary to engage with key customers, ensuring relationships are nurtured and opportunities are maximized.
• Other duties as assigned to support the business.

Skills

Enterprise selling

IT infrastructure

MEDDIC expertise

German language

English language

Tools

Salesforce CRM

Job description

About Arango:

At Arango, we believe the first generation of enterprise AI missed something essential: context. LLM models are powerful, but they don't understand the context needed to deliver accurate answers.

Arango provides a trusted data foundation for the next wave of Enterprise AI with graph-based Contextual AI — transforming enterprise data into a System of Context that truly represents the business, so LLMs can deliver better outcomes with unlimited scale and cost efficiency.

The Arango AI Data Platform gives developers a single, integrated environment to build and scale AI-powered applications without the complexity of stitching together multiple databases and tools. At its core is a massively scalable multi-model database that unifies graph, vector, document, and key-value data with full-text, geospatial, and vector search — creating the System of Context, the bridge between enterprise data and LLMs.

We’re a global team based in California and Cologne, united by curiosity, collaboration, and a passion for helping developers, data engineers, and technology leaders innovate faster and smarter with AI. Trusted by NVIDIA, HPE, the London Stock Exchange, the U.S. Air Force, NIH, and Articul8, Arango powers enterprise AI with context, confidence, and scale..We are proud member of the NVIDIA Inception Program and the AWS ISV Accelerate Program.

If you’re excited about shaping the future of Contextual AI, come build with us.

Location:

Only candidates located within EMEA region will be considered.

About the Role:

As an Enterprise Seller at Arango, you will play a critical role in driving revenue growth and building strategic relationships with enterprise customers. This is a highly visible, customer-obsessed position that requires a data-driven mindset, expertise in the MEDDIC sales methodology, and a commitment to showcasing business value at every stage of the sales process.

Key Responsibilities:

• Build and expand net new business by consistently generating pipeline meetings through targeted prospecting activities and leveraging insights from existing customer accounts.
• Leverage the MEDDIC playbook to qualify opportunities rigorously, identify key stakeholders, and drive alignment with customer metrics and business outcomes.
• Maintain the highest level of CRM hygiene in Salesforce, ensuring all daily activities, interactions, and pipeline data are accurately tracked and managed for strategic decision-making.
• Deliver compelling presentations and high-level demonstrations tailored to highlight Arango’s unique value and align solutions with customer business objectives.
• Collaborate cross-functionally with Technical PreSales, Marketing, and Customer Success teams to uncover and articulate the business benefits of Arango, driving adoption across enterprise organizations.
• Commit to weekly pipeline review and forecast accuracy, using data to inform strategy and ensure alignment with company goals.
• Travel as necessary to engage with key customers, ensuring relationships are nurtured and opportunities are maximized.
• Other duties as assigned to support the business.

Skills and Experience:

• 3-7+ years in IT infrastructure and large enterprise selling.
• In-region experience is critical; we need someone who has a historical understanding of the key accounts/customers within the defined geography.
• Open to "up and comers" should they have the right domain experience.
• Domain experience = any vendor within the Data & AI world, i.e., Databricks, Neo4j, Snowflake, any DB vendor, any AI vendors.
• Hunter mentality is key; we need reps who understand how to own PG responsibilities.
• Ability to go high and wide within the existing install base, specifically within large complex global accounts.
• Deep expertise in the MEDDIC sales methodology and a demonstrated ability to qualify opportunities effectively, align with customer success metrics and close high-value deals.
• Excel in managing long sales cycles and enjoy the strategic challenge of engaging with enterprise clients.
• Exceptional relationship-building skills and can effectively communicate the strategic and financial value of Arango to drive long-term customer success.
• Data-driven, leveraging metrics and insights to guide decisions, while ensuring CRM tools are updated for actionable intelligence.
• Must speak business-level German, both verbally and in writing.
• Must speak fluent-level English, both verbally and in writing.

Why Join Arango:

Our headquarters is in San Francisco (US) and we have an office in Cologne (Germany), but most of our diverse team works remotely worldwide. So, do you prefer your desk at home or do you want to join us at one of our locations? Your choice.

The global minds of Arango team comes from 5 different continents and more than 20 countries. Diverse backgrounds enable us to see new solutions. We invite people from every culture, national origin, religion, sexual orientation, gender identity or expression, and of every age to apply to our positions. All employment decisions are based on business needs, job requirements, and individual qualifications. Arango is committed to a workplace free of discrimination and harassment based on any of these characteristics. We love this diversity and encourage everyone curious and visionary to join the multi-model movement.