Enterprise Sales Director

Remote from: Australia
Salary, yearly, USD: 400,000 - 500,000
Department: Sales
Employment type: Full Time,
Job posted: 5 Jun 2026
Apply before: 5 Jul 2026
Experience level: Director
Views / Applies: 25 / 4

To empower data practitioners to create and disseminate organisational knowledge.

AI Summary

dbt Labs, the leading analytics engineering platform, is seeking an Enterprise Sales Director based in Melbourne to build out the customer base in Australia. The role involves owning the full sales cycle, from lead generation to ongoing utilization, for commercial prospects. The ideal candidate has 6+ years of technology sales experience, a track record of exceeding targets, and the ability to understand complex technical concepts. This is a high-impact role in a fast-paced, remote-friendly environment with unlimited vacation and comprehensive benefits.

Role DNA

Job Complexity

Easy Hard

Pace & Pressure

Relaxed Fast-paced

Autonomy Level

Guided Full Ownership

Communication Load

Independent Highly Collaborative

AI Insight The role requires handling complex, long sales cycles and engaging with C-level executives, which demands strategic thinking and deep industry knowledge. However, the structured support and clear expectations moderate the difficulty slightly.

Salary Analysis

AI Insight The offered median salary of $450,000 is significantly above the typical market range for an Enterprise Sales Director (usually $200k-$400k), reflecting a premium for top talent and the strategic importance of this role at dbt Labs.

Key Skills

Enterprise Sales Consultative Selling Sales Cycle Management SQL dbt Data Analytics C-Level Engagement Revenue Growth SaaS Open Source

Cover Letter Sample

Dear Hiring Manager,

I am writing to express my strong interest in the Enterprise Sales Director position at dbt Labs. With over six years of technology sales experience and a proven record of exceeding annual targets, I am well-prepared to drive revenue growth in the Australian market. My background in consultative selling and managing complex, multi-stakeholder sales cycles aligns perfectly with dbt's mission to empower data teams.

I am particularly drawn to dbt Labs' innovative approach to analytics engineering and its vibrant open-source community. I am eager to leverage my skills in SQL and data analytics to become a trusted advisor to clients and contribute to the company's continued success.

Thank you for considering my application. I look forward to the opportunity to discuss how I can add value to your team.

Sincerely,

[Your Name]

Possible Interview Questions

Describe a time when you exceeded a significant sales target. What strategies did you use?

In my previous role as a Sales Director at a SaaS company, I exceeded my Q4 target by 30% by implementing a targeted account-based marketing strategy and personally engaging with key decision-makers at our top 20 accounts. I focused on understanding their pain points and tailoring solutions, which led to multiple multi-year contracts.

How do you manage long, complex sales cycles involving multiple stakeholders?

I break down the cycle into stages and maintain regular communication with all stakeholders. I use a CRM to track progress and prioritize activities that move the deal forward. I also identify internal champions within the client organization to advocate for our solution.

Can you explain your experience with SQL and how it relates to selling analytics tools?

I have intermediate SQL skills, which I use to understand our product's capabilities and demonstrate feasibility during proof-of-concept phases. This technical credibility helps me build trust with data teams and address their concerns directly.

How would you approach building relationships with C-level executives at enterprise accounts?

I research their business priorities and speak their language—focusing on ROI, scalability, and strategic impact rather than technical features. I aim to become a trusted advisor by sharing industry insights and case studies relevant to their industry.

Why do you want to work at dbt Labs specifically?

I am passionate about the analytics engineering space and admire dbt's role in defining the modern data stack. The company's strong open-source community and commitment to quality data align with my own values. I see immense potential for growth in the Australian market and want to be part of that journey.

About Us

dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 90,000 teams every week, driving data transformations and AI use cases.

As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Platform customers, including AstraZeneca, Sky, Nasdaq, Volvo, JetBlue, and SafetyCulture.

We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners:

Reliable, high-quality data is the fuel that propels AI-powered data engineering. 
AI is changing data work, fast. dbt’s data control plane keeps data engineers ahead of that curve.
We empower engineers to deliver reliable, governed data faster, cheaper, and at scale.

dbt Labs is now synonymous with analytics engineering, defining the modern data stack and serving as the data control plane for enterprise teams around the world. And we’re just getting started.. We’re growing fast and building a team of passionate, curious people across the globe. Learn more about what makes us special by checking out our values.

Location: Melbourne

About the Role

We’re looking to hire an Enterprise Sales Director to join the Revenue Team. This person will be responsible for building out our enteprise customer base within various regions in Australia. The ideal person will be a proactive and curious member of our growing Sales team, identifying new business with prospects and growth opportunities for clients. A certain level of foresight and knowledge working with intrinsic sales cycles will take this individual confidently into the future of dbt Labs.

What You’ll Do

6+ years closing experience in technology sales, with a proven track record of exceeding annual targets
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 (individual developer up to CTO)
The diligence and organizational skills to work long, intricate sales cycles involving multiple client teams
Ability to operate in an ambiguous and fast-paced work environment
A passion for being an inclusive teammate and involved member of the community
Experience with SQL or willingness to learn

What You’ll Need

Own the full sales cycle from lead to ongoing utilization for commercial prospects
Organize POC implementations of dbt Cloud Enterprise
Lead and contribute to team projects that develop our sales process
Work with product to build and maintain the dbt Cloud commercial roadmap
Become an expert in SQL, dbt, and commercial data operations
Be an active member of the dbt open source community

What Will Make You Stand Out

Prior experience in analytics, ETL, BI, and/or open-sourced software
Knowledge of or prior experience with dbt

Remote Hiring Process

Interview with Talent Acquisition Partner
Interview with the Hiring Manager
Team Interviews; Sales & Solutions Architects
Pipeline Generation Activity with Sales Leadership

Benefits

Unlimited vacation time with a culture that actively encourages time off
401k plan with 3% guaranteed company contribution
Comprehensive healthcare coverage
Generous paid parental leave
Flexible stipends for:
- Health & Wellness
- Home Office Setup
- Cell Phone & Internet
- Learning & Development
- Office Space

Compensation

We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process. In select locations (including Boston, Chicago, Denver, Los Angeles, Philadelphia, New York City, San Francisco, Washington, DC, and Seattle), an alternate range may apply, as specified below.

Sales Director OTE Range

$400,000—$500,000 AUD

dbt Labs is an equal opportunity employer, committed to building an inclusive team that welcomes diverse perspectives, backgrounds, and experiences. Even if your experience doesn’t perfectly align with the job description, we encourage you to apply—we value potential just as much as a perfect resume.

Want to learn more about our focus on Diversity, Equity and Inclusion at dbt Labs? Check out our DEI page.

dbt Labs reserves the right to amend or withdraw the posting at any time. For employees outside the United States, dbt Labs offers a competitive benefits package. RSUs or comparable benefits may be offered depending on the legal or country limitations.

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