Sales Director, Enterprise

dbt Labs Inc.

Job Overview

Location

Netherlands - Remote

Job Type

Full-time

Full Job Description

📋 Description

• As a Sales Director, Enterprise at dbt Labs, you will be at the forefront of driving growth and expanding our market presence within the enterprise sector. This pivotal role is designed for a seasoned sales professional with a strong hunter mentality, a proactive approach, and an insatiable curiosity to identify and capitalize on new business opportunities. You will be instrumental in nurturing relationships with prospective clients and expanding the footprint within existing accounts, ensuring they maximize the value derived from the dbt Cloud offering. Your ability to navigate complex, intrinsic sales cycles with foresight and strategic acumen will be key to your success and to dbt Labs' continued expansion.
• Your primary responsibility will be to build, manage, and successfully close your own pipeline of enterprise companies that stand to benefit significantly from the dbt Cloud platform. This involves a deep understanding of their data challenges and demonstrating how dbt Labs can provide a transformative solution. You will be expected to identify target accounts, initiate outreach, build rapport with key stakeholders, and guide prospects through a comprehensive sales process.
• Beyond new business acquisition, you will also be tasked with managing and deepening the dbt Cloud footprint within existing enterprise accounts. This entails understanding their evolving needs, identifying opportunities for expansion, and ensuring our solutions are optimized to meet their strategic objectives. By fostering strong, long-term relationships, you will become a trusted advisor, driving customer success and retention.
• Collaboration is key in this role. You will engage actively with technology partners and ecosystem service providers within the region. This strategic engagement aims to amplify our impact, extend our reach, and create synergistic opportunities that benefit both dbt Labs and our partners, ultimately driving greater value for our customers.
• You will be a significant contributor to the evolution of our sales strategy and processes. By leading and participating in team projects, you will help refine our go-to-market approach, share best practices, and contribute to the overall success and efficiency of the sales organization. Your insights and experience will be invaluable in shaping how we engage with the market.
• A crucial aspect of this role involves working closely with our product teams. You will provide valuable market feedback and customer insights to help build and maintain the dbt Cloud enterprise roadmap. This ensures our product development remains aligned with the needs of our enterprise clients and positions dbt Labs as a leader in the analytics engineering space.
• Success in this role requires a demonstrable ability to independently build and close your own pipeline within complex enterprise accounts. You will leverage your expertise in consultative selling to understand intricate customer needs and articulate the value proposition of dbt Cloud effectively.
• You will be expected to engage with stakeholders at all levels of an analytics organization, from individual data engineers and analysts to Chief Technology Officers. This requires excellent verbal, written, and in-person communication skills, with the ability to tailor your message to different audiences and build consensus.
• The nature of enterprise sales involves long and intricate sales cycles, often requiring coordination across multiple client teams and departments. You will need exceptional diligence and organizational skills to manage these complex processes effectively, ensuring all stakeholders are informed and engaged.
• Operating in a fast-paced, dynamic, and often ambiguous environment is essential. You must be adaptable, resilient, and able to thrive amidst change, proactively seeking solutions and driving progress.
• A genuine passion for being an inclusive teammate and an active, contributing member of the dbt Labs community is highly valued. We believe in fostering a collaborative and supportive environment where diverse perspectives are welcomed and celebrated.
• While not strictly required, an understanding of SQL or a strong willingness to learn is beneficial, as it forms the foundation of many data transformation processes that dbt addresses.
• This role is based in the Netherlands and requires you to be located there, contributing to our growing European presence.
• You will be responsible for driving revenue growth and market share within the enterprise segment, contributing directly to the company's ambitious growth trajectory.
• You will develop a deep understanding of the modern data stack, AI use cases, and the evolving needs of data teams within large organizations.
• You will act as a trusted advisor to clients, helping them leverage dbt Cloud to build reliable, governed data pipelines that fuel their analytics and AI initiatives.
• You will collaborate with marketing, product, and customer success teams to ensure a cohesive and effective go-to-market strategy.
• You will represent dbt Labs at industry events and conferences, building brand awareness and generating leads.
• You will continuously refine your sales skills and product knowledge to stay ahead of industry trends and maintain a competitive edge.
• You will contribute to a culture of learning and continuous improvement within the sales team, sharing insights and supporting your colleagues.
• You will be empowered to make decisions and take ownership of your territory and accounts, driving results with autonomy.
• You will have the opportunity to work with a world-class product that is defining a new category in the data space.
• You will be part of a rapidly growing company with significant investment and a clear vision for the future.

🎯 Requirements

• 4+ years of closing experience in technology sales, with a proven track record of exceeding annual targets within enterprise accounts.
• Demonstrable ability to build, manage, and close your own pipeline of complex enterprise deals.
• Excellent verbal, written, and in-person communication skills, with the ability to engage stakeholders at all levels of an analytics organization.
• Ability to understand complex technical concepts and translate them into a compelling, consultative sales approach.
• Experience operating in ambiguous and fast-paced work environments, with strong organizational skills to manage long sales cycles.

🏖️ Benefits

• Competitive compensation package including salary, Restricted Stock Units (RSUs), and performance-based pay.
• Opportunity to work with a leading platform in the rapidly growing data analytics and AI space.
• Remote work flexibility within the Netherlands.
• Collaborative and inclusive company culture that values diverse perspectives.
• Professional development opportunities and support for continuous learning.

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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