About this role.
Databricks is seeking an Enterprise Account Executive to grow its business with Department of Transportation and FAA-related public-sector customers. The role owns complex enterprise sales cycles, including net-new logo acquisition, account expansion, executive presentations, pipeline management, and revenue forecasting in Salesforce. Candidates need at least five years of field-sales experience and direct DOT/FAA experience, with cloud, SaaS, or big-data sales expertise preferred. Success requires consultative value selling, strong knowledge of cloud technologies, and the ability to balance quick wins with long, multi-stakeholder procurement cycles. This is a high-impact quota-carrying position focused on expanding adoption of Databricks' data and AI platform.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I map all buying stakeholders early, including technical evaluators, program owners, procurement, security, and executive sponsors. I create a mutual action plan tied to the agency's priorities, validate the procurement path, and maintain momentum through regular value-based checkpoints.
I would begin with the customer's mission outcomes, such as improving transportation safety, operational resilience, infrastructure planning, or data accessibility. I would then connect Databricks' unified data and AI capabilities to those outcomes through a practical use case, measurable success criteria, and a phased adoption plan.
I avoid leading with features and instead frame the discussion around strategic objectives, risk reduction, speed to insight, and economic value. I use discovery to quantify the current challenge and tailor an executive narrative that links technical capabilities to a clear business or mission impact.
I segment accounts by potential value, urgency, buying stage, and probability of close. I protect time for strategic account planning while using a disciplined cadence for smaller opportunities, ensuring that near-term activity does not displace the work required to build future pipeline.
I update opportunity stages only when objective exit criteria are met, such as validated use case, confirmed stakeholders, procurement path, and next meeting. I document customer timelines, risks, and mutual next steps so the forecast reflects deal reality rather than optimism.
SLSQ427R595
While candidates in the listed location(s) are encouraged for this role, candidates in other locations will be considered.
As an Enterprise Account Executive at Databricks, you will be responsible for driving sales of Databricks within the Department of Transportation. As an experienced Account Executive, you know how to sell innovation and change through customer vision expansion and can drive deals forward to compress decision cycles. You love understanding a product in depth and are passionate about communicating its value to Public Sector clients. Always looking for new opportunities, you will be expected to net new accounts and expand current footprints. Along with the chance to close an exciting deal, we also offer accelerators above 100% quota attainment.
The impact you will have:
- Manage complex sales-cycles and present to C-level executives.
- Close net new logos and expand existing accounts.
- Identify and close quick, small wins while managing longer, complex sales cycles.
- Exceed activity, pipeline, and revenue targets.
- Track all customer details including use case, purchase time frames, next steps, and forecasting in Salesforce.
- Use a solution-based approach to selling and creating value for customers.
- Promote Databricks; enterprise cloud data platform powered by Apache Spark.
- Ensure 100% satisfaction among all customers.
- Prioritize opportunities and applying appropriate resources.
- Build a plan for success internally at Databricks and externally with your accounts.
What we look for:
- You have previously worked in an early-stage company, and you know how to navigate and be successful.
- 5+ years of field sales experience, DOT/ FAA experience is required.
- Background in big data, Cloud, or SaaS sales is preferable.
- Track record of success delivering business value to customers.
- Experience with cloud technologies.
- Bachelor’s degree is preferred.
Pay Range Transparency
Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.
Zone 2 Pay Range
$272,000—$374,000 USD
About Databricks
Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn, X, YouTube, and Instagram.
Benefits
At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.
Our Commitment to Diversity and Inclusion
At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.
Compliance
If access to export-controlled technology or source code is required for performance of job duties, it is within Employer’s discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.
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