About this role.
Databricks is hiring a Strategic Enterprise Account Executive to own and expand a strategic enterprise customer in the Texas market. The role centers on value-based selling of the Databricks Data Intelligence Platform to senior technology and business stakeholders, including CIOs and program leaders. Responsibilities include building account plans, expanding into new business units and use cases, progressing complex opportunities, and maintaining accurate Salesforce forecasts. Candidates need at least seven years of enterprise sales experience, especially in AI/BI, big data, cloud, SaaS, or consumption-based selling. Success requires executive-level relationship management, technical-commercial fluency, and consistent attainment of pipeline and revenue goals.
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 the customer's strategic initiatives, data estate, current platform investments, and key business outcomes. I would identify executive sponsors, technical champions, economic buyers, and potential use cases by business unit, then build a mutual action plan with measurable milestones. I would prioritize opportunities based on impact, urgency, buying readiness, and Databricks' ability to create differentiated value.
I start with the executive's priorities, such as faster innovation, reduced operational cost, improved risk management, or new revenue opportunities. I connect platform capabilities to quantified business outcomes rather than leading with features, while using technical specialists to validate architecture and implementation details. This approach keeps the conversation strategic while maintaining credibility with technical teams.
I would establish clear decision criteria, stakeholders, milestones, and a mutual close plan early in the process. I would validate the business case with the economic buyer, identify blockers quickly, and use executive alignment, customer proof points, and technical validation to maintain momentum. Regular forecast reviews and documented next steps would help prevent stalled opportunities.
I use consistent qualification criteria and validate each opportunity against customer urgency, access to the economic buyer, technical fit, competition, procurement process, and next committed action. I maintain detailed CRM records and separate upside opportunities from deals with verified customer commitments. I also inspect deal risk frequently with internal partners and revise forecasts promptly when evidence changes.
I would identify successful adoption within the initial team, document the measurable outcomes, and turn that result into an internal customer story. Next, I would map adjacent business units with similar data, analytics, or AI challenges and engage their leaders with a tailored value hypothesis. By coordinating the existing champion, solution specialists, and executive sponsors, I would build a phased expansion plan that demonstrates value before scaling.
SLSQ427R568
Candidates in the listed location(s) are encouraged for this role
- Remote – TX
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 Strat Enterprise Account Executive – TTH vertical to join the Databricks team and maximize the phenomenal market opportunity that exists for DatabricksReporting to our Director, Enterprise you will map to a strategic customer. 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 accounts
- 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
- Enable orgs to democratize insights from their data through AI-powered business intelligence, natively integrated into the Databricks Platform.
- 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 AI/BI, 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
- 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
$311,600—$428,450 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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