Enterprise Account Executive

dbt Labs Inc.

Job Overview

Location

Germany- Remote

Job Type

Full-time

Full Job Description

📋 Description

• As an Enterprise Account Executive at dbt Labs, you will be at the forefront of driving growth and managing our key enterprise customer relationships within the DACH region (Germany, Austria, Switzerland).
• This role demands a proactive and curious individual with a strong hunter mentality, essential for identifying new business opportunities and nurturing growth within existing accounts.
• You will be instrumental in expanding the adoption and impact of the dbt Cloud offering across a diverse range of enterprise clients.
• Your primary responsibility will be to build, manage, and close your own sales pipeline, focusing on companies that stand to gain significant value from dbt Cloud's capabilities.
• Beyond new business acquisition, you will also be tasked with managing and deepening the existing dbt Cloud footprint within current accounts, ensuring optimal utilization and maximizing our impact on their data transformation and AI initiatives.
• A crucial aspect of this role involves engaging collaboratively with technology partners and ecosystem service providers to amplify our reach and effectiveness within the region.
• You will have the opportunity to lead and contribute to strategic team projects aimed at refining and enhancing our overall sales processes, contributing to the continuous improvement of the sales organization.
• Furthermore, you will collaborate closely with the product team to help shape and maintain the enterprise roadmap for dbt Cloud, ensuring it aligns with the evolving needs of our enterprise customers.
• The ideal candidate will possess a demonstrable ability to build and close complex sales cycles within enterprise accounts, consistently exceeding targets.
• With a minimum of 4 years of closing experience in technology sales, you will bring a proven track record of achieving and surpassing annual sales objectives.
• A key strength will be your ability to grasp complex technical concepts and translate them into compelling value propositions for a consultative sales approach.
• Exceptional verbal, written, and interpersonal communication skills are paramount, enabling you to effectively engage with stakeholders at all levels, from individual data developers to Chief Technology Officers.
• The role requires strong organizational skills and diligence to navigate long, intricate sales cycles that often involve multiple client teams and decision-makers.
• You must be comfortable and effective operating within an ambiguous and fast-paced work environment, adapting quickly to changing market dynamics and customer needs.
• A genuine passion for being an inclusive teammate and an active, contributing member of the broader dbt community is highly valued.
• While not strictly required, an understanding of SQL or a strong willingness to learn is beneficial for grasping the technical underpinnings of our product.
• Prior experience in analytics, ETL (Extract, Transform, Load), BI (Business Intelligence), and/or open-source software environments will provide a significant advantage.
• Direct knowledge of or previous experience working with dbt itself is a strong plus, allowing for a quicker ramp-up and deeper understanding of customer use cases.
• You will be responsible for understanding customer pain points related to data transformation, data modeling, and analytics engineering, and positioning dbt Cloud as the strategic solution.
• This involves conducting thorough discovery calls, delivering impactful product demonstrations, and developing tailored proposals that address specific business challenges.
• Building and maintaining strong, long-term relationships with key stakeholders within enterprise accounts will be critical for account retention and expansion.
• You will collaborate with Sales Development Representatives (SDRs) to generate qualified leads and work closely with Solutions Architects to provide technical expertise during the sales process.
• Staying abreast of industry trends, competitive landscapes, and emerging technologies within the data and AI space is essential for maintaining a competitive edge.
• The role requires a strategic mindset to identify expansion opportunities within existing accounts, such as cross-selling or up-selling new features or services.
• You will be expected to manage your sales territory effectively, prioritizing efforts and resources to maximize revenue generation.
• Contributing to the overall sales strategy and providing feedback from the field to product and marketing teams will be an integral part of your role.
• Ultimately, you will be a trusted advisor to your clients, helping them leverage dbt Labs' platform to achieve their data-driven goals and accelerate their AI initiatives.
• This is a remote position based in Germany, offering the flexibility to work from home while contributing to a globally distributed team.
• You will be joining a rapidly growing company that is a leader in the modern data stack, backed by top-tier investors, and experiencing significant revenue growth.
• Your work will directly impact the success of dbt Labs and contribute to the evolution of analytics engineering worldwide.

🎯 Requirements

• 4+ years of closing experience in technology sales, with a proven track record of exceeding annual targets.
• Demonstrable ability of building and closing your own pipeline within enterprise accounts.
• Ability to understand complex technical concepts and develop them into a consultative sale.
• Excellent verbal, written, and in-person communication skills to engage stakeholders at all levels of an analytics organization.
• Diligence and organizational skills to work long, intricate sales cycles involving multiple client teams.
• Experience with SQL or willingness to learn.

🏖️ Benefits

• Competitive compensation packages including salary, RSUs, and performance-based pay.
• Remote work flexibility within Germany.
• Opportunity to work with a leading platform in the modern data stack.
• Collaborative and inclusive team environment.
• Professional development and growth opportunities within a fast-growing company.

Skills & Technologies

Remote

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dbt Labs Inc.

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About dbt Labs Inc.

dbt Labs provides dbt, an open-source command-line tool and cloud platform that lets data analysts and engineers transform data in their warehouses using SQL. It enables version control, testing, documentation, and CI/CD for analytics code, integrating with Snowflake, BigQuery, Redshift, and other cloud data warehouses. Founded in 2016, the company offers dbt Cloud, a managed SaaS environment, and fosters a global community of data practitioners adopting analytics engineering practices.

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