About this role.
Databricks is hiring a Strategic Enterprise Account Executive to manage a strategic QSR client in the Travel, Transportation & Hospitality vertical. The role owns account growth through value-based selling, executive relationship development, use-case expansion, pipeline management, forecasting, and coordinated go-to-market execution. Candidates need at least seven years of enterprise sales success, particularly in big data, cloud, SaaS, and consumption-based selling motions. This is a high-impact, quota-carrying role focused on a small number of large enterprise accounts and senior stakeholders such as CIOs and line-of-business leaders.
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
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Sample interview questions
I would begin by mapping business priorities, technology landscape, current data and AI initiatives, and the executive buying network. I would align high-value use cases to measurable outcomes, identify champions and potential blockers, establish a mutual action plan, and review pipeline, risks, and expansion opportunities with internal stakeholders on a regular cadence.
I start with the executive's business objective rather than product features. I use a concise narrative connecting the platform to outcomes such as faster analytics delivery, improved customer experiences, lower operational complexity, or stronger governance, then support that narrative with relevant customer examples and quantified success metrics.
I have shortened cycles by establishing decision criteria, stakeholders, timeline, and commercial process early in discovery. I then run a mutual close plan, validate technical requirements quickly with the right specialists, quantify the cost of delay, and maintain executive alignment so unresolved issues do not remain hidden late in the process.
I first document the value and adoption achieved in the initial use case, then identify adjacent teams facing similar data, analytics, or AI challenges. I build internal references with successful users, tailor business cases for each new unit, and coordinate executive sponsorship and technical resources to create a repeatable expansion motion.
I use stage definitions grounded in customer evidence, including verified business pain, executive sponsorship, technical validation, procurement status, and a mutually confirmed close date. I inspect next steps and risks frequently, separate upside from commit opportunities, and update Salesforce promptly so leadership can rely on the forecast.
SLSQ327R771
While candidates in the listed location(s) are encouraged for this role, candidates in other locations will be considered.
- Remote – Charlotte (ideal)
- Remote – NC
- Remote – SC
As a Strategic Enterprise Account Executive at Databricks, you are a sales professional experienced in leading go-to-market campaigns in Fortune 500 accounts. You know how to sell innovation and change through customer vision expansion and can guide deals forward to compress decision cycles. You love understanding a product in depth and are passionate about communicating value to Customers and System Integrators.
Databricks operates at the leading edge of the Unified Data Analytics and AI space. Our customers turn to us to lead the accelerated innovation that their businesses need to gain first mover advantage in today’s ultra-competitive landscape. As we continue our rapid expansion, we are looking for a creative, execution-oriented Enterprise Account Executive to join the Travel,Transportation & Hospitality team and maximize the phenomenal market opportunity that exists for Databricks.
Reporting to our Director of Enterprise Sales, you will manage a strategic enterprise client (QSR) in the Travel, Transportation & Hospitality vertical. You will come with an informed point of view on Big Data, Advanced Analytics and AI which will help to guide your successful execution strategy and allow you to provide genuine value to the client.
The impact you will have:
- Build relationships with CIOs, IT executives, LOB executives, Program Managers, and other important partners.
- Drive value-based growth within the account.
- Expand the Databricks footprint into new business units and use cases.
- 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’ Data Intelligence Platform powered by Apache Spark™ and Delta Lake
- Prioritize opportunities and leverage appropriate resources.
- Build a plan for success internally at Databricks and externally with your account
What we look for:
- You have previously excelled in an early-stage company — you know how to navigate and be successful with limited oversight
- Previous field sales experience within big data, Cloud, SaaS, and a consumption selling motion
- Prior customer relationships with CIOs, program managers, and essential decision makers at local accounts
- The ability to simplify a technical capability into a value-based benefit
- 7+ years of Enterprise Sales experience exceeding quotas in larger accounts
- Managing a small set of enterprise accounts rather than a broad territory
- Bachelor’s Degree
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.
Local Pay Range
$291,800—$401,300 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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