About this role.
Actian is hiring a US-remote Enterprise Sales Director for an individual-contributor field sales role covering the Southeast Region. The role owns enterprise pipeline generation, strategic account planning, executive relationship development, and attainment of revenue and customer-satisfaction targets. Candidates need at least seven years of enterprise software sales or account-management experience, particularly across data platforms, cloud, analytics, databases, ETL, or integration technologies. Success requires consultative value selling, accurate forecasting, CXO-level negotiation, and the ability to independently develop new accounts while expanding the installed base. The position partners closely with marketing, product, alliances, and regional sales teams to grow Actian’s market presence.
Role DNA
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Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Sample interview questions
I segment accounts by installed-base potential, industry fit, technical environment, and propensity to buy, then define account-specific whitespace, stakeholders, mutual action plans, and pipeline targets. I review coverage and conversion metrics regularly so I can redirect prospecting and partner activity toward the highest-value opportunities.
I begin by validating the business problem with both technical and executive sponsors, such as governance risk, analytics latency, integration cost, or operational complexity. I translate the solution into a quantified value case, align the evaluation process to agreed success criteria, and maintain an executive cadence that addresses commercial, technical, and implementation concerns.
I use objective stage-exit criteria, confirm stakeholder alignment and decision process directly with the customer, and distinguish customer-validated next steps from internal optimism. I inspect deal risks, procurement dependencies, competition, and close-plan dates weekly, updating the forecast early when evidence changes.
I would combine account-based outreach to priority enterprises with installed-base expansion, partner and alliance referrals, marketing follow-up, industry events, and targeted executive networking. Outreach would be tailored to likely data-platform priorities such as modernization, governance, real-time analytics, cloud migration, and integration.
I work with technical champions to connect platform capabilities to executive outcomes, including lower operating cost, faster analytics, reduced risk, improved governance, or revenue-enabling use cases. I then build a business case with measurable impact and engage economic buyers early to establish sponsorship beyond the technical evaluation.
The Actian Data Platform unifies siloed data sources, delivers powerful data governance and catalog capabilities, and supports a wide range of real-time analytics workloads—all at a fraction of the cost of traditional platforms. Whether customers are managing data across on-prem, cloud, or hybrid environments, we empower them to securely discover, catalog, govern, and operationalize data at scale.
With a commitment to trust, performance, and agility, Actian serves 24 of the Fortune 100 companies and supports some of the world’s most mission-critical systems—from financial transactions to healthcare services. Our platform enables data to become a strategic advantage, helping businesses across the US and beyond make faster, smarter, and more confident decisions.
We are looking for an Enterprise Sales Director to create, expand, and retain revenue for Actian’s multiple product lines.
Key Responsibilities:
- Field Sales and individual contributor role responsible for achieving revenue goals.
- Work as part of a Regional Team to successfully support and blanket the current customer install base, as well as penetrate new accounts.
- Develop and execute strategic sales plans to meet and exceed sales targets within assigned territories or verticals.
- Develop Customer Account Plans including history, architecture, Org Chart, Requirements, Use Cases, Current State/Desired State, pains, etc.
- Map requirements to Actian’s technology and build value proposition and ROI.
- Cultivate and maintain executive level relationships in various Lines of Business with focus on strategic relationships.
- Meet and/or exceed sales quota and customer satisfaction metrics.
- Undertake direct prospecting activities to target enterprises: follow up on leads generated from marketing campaigns and leverage personal network/relationships.
- Develop a strong pipeline of deals through direct customer relationships, exhaustive prospecting, collaboration, targeted marketing campaigns, attending/hosting customer events and variety of other field activities.
- Assist in leveraging new alliances and OEM and VAR relationships with target companies.
- Promote Actian products with End Users, SI, BI and ISV partner communities and by acting as an ambassador for the company.
- Stay up on industry trends, market conditions, and competitive activities to identify opportunities for growth.
Collaborate closely with the marketing and product teams to provide market feedback and contribute to product development based on client needs.
Essential Qualifications:
- 7+ years Field sales and/or account management experience in Data Platform Management, Integration/CDC, Analytics, Database and/or Cloud
- Experience with large Relational Database Management System(RDBMS)
- Experience with Object-Oriented Database Management System (OODBMS)
- Experience with Edge Databases.
- Demonstrable experience in high-tech enterprise software sales
- Demonstrated history of prior sales success including but not limited to: Quarterly/Annual Quota Achievement; Presidents Club attainment; OTE Overachievement
- Proven ability to engage, negotiate and win new relationships at CXO level in our targeted markets.
- Ability to provide forecast accuracy and deliver ‘closest to the pin’ results.
- Previous knowledge of SaaS, Cloud, Analytics, Database and ETL technologies
- Proven track record in selling & positioning IT solutions.
- Proficient in Microsoft Office & Sales Automation Tools (Salesforce.com)
- Minimum bachelor’s degree from a leading university or equivalent experience
- Very strong written & verbal communication skills
- Ability to speak and present to large business audiences at conferences & industry forums.
- Team player with a positive attitude and good customer service skills
- High levels of self-motivation, adaptability, ease of handling multiple responsibilities and able to work on own with minimal supervision
- Able to meet team objectives.
Compensation
Additional Information
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