Job Description
- Job Description:
- Achieve sales quotas for allocated accounts on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional territory plan.
- Own pipeline generation through outbound prospecting, account-based outreach, partner motions, and targeted campaigns
- Actively build and manage account plans for your customer accounts
- Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Dremio solution.
- Embrace AI sales tools to drive prospecting and customer strategies for success. Develop Points of View (POV) for customer engagement
- Prospect qualification and the development of new sales opportunities and ongoing revenue streams.
- Arrange and conduct Executive and CxO discussions and events.
- Sales process management and opportunity closure with Salesforce.com and Clari.
- Ongoing account management to ensure customer satisfaction and drive additional revenue streams.
- Be familiar with solution-based selling, have experience managing a complex sales process, and possess excellent presentation, listening, organization, and contact management skills.
- Maintain healthy pipeline coverage through consistent outbound activity, driving to exceed 3x coverage ratios
- Execute 6–12 month SaaS sales cycles with strong deal velocity
- Lead structured discovery, qualification, demos, and close processes
- Partner with Solutions Architects as needed to support technical validation while maintaining momentum
- Accurately manage pipeline, forecasting, and CRM hygiene
- Requirements:
- 5-10 years of experience in pipeline-driven SaaS sales roles, managing and closing your own deals
- Demonstrated ability to self-source pipeline consistently, not rely solely on inbound leads
- Proven success closing $150K–$1+ million ARR SaaS deals
- Experience in carrying and achieving $1.6+ million Annual Recurring Revenue (ARR) quotas
- Strong outbound prospecting, discovery, and qualification skills
- High-activity, high-ownership mindset with strong execution discipline
- Ability to thrive in a fast-paced, high-growth environment with high energy/positive attitude
- Excellent verbal and written communication, presentation, and relationship management skills
- Ability to thrive in a fast-paced startup environment
- BA/BS required.
- Benefits:
- Not specified.
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