Strategic Account Executive, Enterprise

Fivetran; United States; Remote; USD 150,000 - 350,000; Full time

Job summary

Fivetran is seeking an Enterprise Account Executive to drive new customer acquisition and expand our footprint in the Enterprise market. This fully remote role must be based in the United States, with compensation in the base + uncapped commission structure (RSUs not included).

You will work across marketing, success, alliances, and analytics to accelerate revenue growth and establish long-term customer value.

Qualifications

• 8+ years of enterprise software sales experience.
• Ability to navigate complex organizations and stakeholders.
• Strong written and verbal communication skills.
• Familiarity with data integration, ETL, or BI tech is a plus.

Responsibilities

• Collaborate cross-functionally to generate pipeline and exceed revenue goals.
• Drive growth in the Enterprise market through value-driven sales cycles.
• Lead discovery, identify required capabilities, and define business outcomes.
• Present the company vision to diverse audiences from C-level to individual contributors.
• Acquire new Enterprise accounts and expand footprint with use cases and cross-sells.
• Build relationships with partners to accelerate deal cycles.
• Forecast accurately and provide visibility on revenue performance.

Skills

Enterprise sales

Communication

Data tech landscape

Strategic thinking

Sales process management

Organization

Resilience

Creativity

Tools

CRM (e.g., Salesforce)

Job description

From the company’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With the company, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.

About Us

the company and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data.

Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on.

the company helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.

As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact.

During this transition period, you may see references to both the company and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.

About the Role

The Enterprise Account Executive will drive towards aggressive new customer and partner revenue goals, while growing our footprint in the Enterprise market.

This is a full-time, remote position and must be based out of California in the United States. Please note that the compensation listed below does not include commission (uncapped 50/50 split) or RSU value.

What You'll Do

• Collaborate cross-functionally with marketing, customer success, alliances, operations, and analytics to drive pipeline generation and exceed revenue goals.
• Accelerate the growth & adoption of the company in the Enterprise Market through value-driven sales cycles.
• Lead in-depth discovery and demonstrate a deep interest in our Enterprise customers’ data challenges, identify required capabilities and positive business outcomes to drive towards valuable long term customer engagements.
• Speak comfortably about the company’s vision to a broad range of audiences from C-level executives to individual contributors.
• Seek out and land deals with new Enterprise target accounts, then look to grow their footprint with the company through new use cases, cross-sells and expansion.
• Build strategic relationships with partners in order to identify new opportunities and accelerate deal cycles.
• Forecast accurately and provide clear visibility on sales and revenue performance by actively managing and progressing opportunities.

Skills We're Looking For

• 8+ years of large enterprise software sales experience and well-developed pattern recognition for navigating complex organizations.
• Excellent written and verbal communication skills, with the ability to hold multiple stakeholders accountable throughout a complex value-driven sales cycle.
• In-depth familiarity with the modern data technology industry and key players.
• You are familiar with a solution-based approach to selling, have experience managing a complex sales process and possess excellent presentation and listening skills, organization and contact management capabilities.
• You thrive in an extremely fast-paced, ever changing work environment.
• You’re able to keep up with a highly motivated team in a market that is growing extremely fast.
• You are extremely organized.
• You are able to juggle lots of things at once while not letting anything drop.
• You are a strategic thinker.
• You are able to see and communicate the big picture in an inspiring way.
• You are a problem solver.
• You are resilient and creative, able to be resourceful to proactively seek out a solution to a problem.
• You are enthusiastic!
• You exhibit passion and excitement for your work and you have a can-do attitude.
• Previous experience with data integration, database, ETL, or business intelligence technologies is a plus, but not required

Please note that the base + uncapped commission compensation listed below does not include RSU value. This position qualifies for the company’s incentive plan, and it’s common for employees in this role to achieve the total on-target earnings.

*As part of our commitment to setting new hires up for success, all new sales team members attend a one-week, in-person Revenue Bootcamp during their second week at the company. This bootcamp, held at one of our designated company locations, requires travel and is a mandatory part of the onboarding process.*

The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation ran