Enterprise Sales Director

Remote from: APAC, Australia
Annual salary: Undisclosed
Salary information is not provided for this position. Check our Salary Directory to estimate the average compensation for similar roles.
Department: Sales
Employment type: Full Time,
Job posted: 5 Jul 2026
Apply before: 5 Aug 2026
Experience level: Director
Views / Applies: 56 / 3

About company

About Fivetran

The leader in automated data movement.

Computer Software
2012

Actively Hiring

AI Summary

Fivetran and dbt Labs have merged to form a leading data infrastructure company. We are seeking an Enterprise Sales Director to build the enterprise customer base in Australia, owning the full sales cycle and working with long, intricate sales cycles. The ideal candidate has 6+ years of closing experience in technology sales, a consultative selling approach, and the ability to engage technical stakeholders. This remote role offers unlimited vacation, 401k, comprehensive healthcare, and flexible stipends.

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 involves complex, long sales cycles, requires deep technical knowledge (SQL, data ops), and demands strategic relationship-building with C-level executives, making it challenging.

Salary Analysis

AI Insight The offered salary is not specified, but based on market data for an Enterprise Sales Director in the US data infrastructure sector, the typical total compensation ranges from $150k to $300k, with a median around $200k. This role is likely competitive and includes benefits like 401k matching and flexible stipends.

Core Skills Required

Enterprise Sales Sales Cycle Management Consultative Selling Technical Sales SQL Data Analytics CRM Communication Leadership Pipeline Generation

Cover Letter Sample

Dear Hiring Manager,

I am writing to express my strong interest in the Enterprise Sales Director position at Fivetran/dbt Labs. With over 7 years of closing experience in technology sales and a proven track record of exceeding annual targets, I am excited about the opportunity to build the enterprise customer base in Australia. I have deep experience in consultative selling of complex technical solutions, including SQL-based data platforms, and have successfully navigated long sales cycles involving multiple stakeholders from developers to CTOs.

I am particularly drawn to Fivetran's mission of making data access simple and reliable. My background in analytics and ETL, combined with my ability to translate technical capabilities into business value, aligns well with the requirements of this role. I am eager to bring my expertise in pipeline generation and relationship building to help dbt Labs expand its footprint in the Australian market.

Thank you for considering my application. I look forward to the opportunity to discuss how my skills and experience can contribute to your team.

Sincerely,
[Your Name]

Sample Interview Questions

How do you approach a complex sales cycle involving multiple stakeholders with varying technical backgrounds?

I start by understanding each stakeholder's priorities and pain points, then tailor my communication to their level. For technical stakeholders, I focus on product capabilities and integration details; for executives, I emphasize ROI and strategic alignment. I use a consultative approach to build trust and ensure all concerns are addressed before moving forward.

Can you describe a time you exceeded your annual sales target? What strategies did you use?

In my previous role, I exceeded my target by 30% by focusing on upselling existing clients and expanding into new verticals. I conducted quarterly business reviews to identify expansion opportunities, and I leveraged customer success stories to demonstrate value. Additionally, I worked closely with marketing to create targeted campaigns for high-potential leads.

How do you stay current with technical trends in data infrastructure, and how do you apply that knowledge in sales?

I regularly follow industry blogs, attend webinars, and participate in communities like dbt's open source forums. This helps me understand emerging challenges and solutions. In sales, I use this knowledge to position our product as a modern solution to data movement and transformation, and I can speak credibly about technical differentiators like automation and reliability.

Describe a scenario where you had to convince a skeptical CTO about a new technology. How did you handle it?

I once had a CTO who was hesitant about adopting a cloud-based data solution due to security concerns. I arranged a technical deep dive with our security team, provided case studies from similar enterprises, and offered a proof of concept that addressed their specific requirements. By demonstrating how we met their security standards and provided additional benefits like scalability, I won their trust and closed the deal.

How do you prioritize and manage multiple opportunities in a large territory?

I use a CRM to track all opportunities and score them based on deal size, probability of close, and strategic value. I allocate my time to high-priority deals while ensuring that mid-funnel opportunities are nurtured through automated workflows and regular check-ins. I also leverage channel partners and SDRs to cover more ground without losing focus on key accounts.

From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, 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

Fivetran 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. Fivetran 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 Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.

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.

Perks and Benefits

100% employer-paid medical insurance*
Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
RSU stock grants*
Professional development and training opportunities
Company virtual happy hours, free food, and fun team-building activities
Monthly cell phone stipend
Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.

*May vary by country and worker type – please reach out to your recruiter for more information

Click here to learn more about Fivetran’s Benefits by Region.

We’re honored to be valued at over $5.6 billion, but more importantly, we’re proud of our core values of Get Stuck In, Do the Right Thing, and One Team, One Dream. Read about us in Forbes.

Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.

To learn more about Fivetran’s culture and what it’s like to be part of the team, click here and enjoy our video.

To learn more about our candidate privacy policy, you can read our statement here.

We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don’t hesitate to submit your request by filling out this form. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.

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