Enterprise Sales Director

About the role

dbt Labs + Fivetran are looking for an enterprise account executive to own and grow a territory of strategic accounts across Southern California. You'll carry a quota selling the dbt platform into complex, multi-stakeholder enterprise organizations — from initial pipeline generation through negotiation and close, and into expansion. This is a full-cycle enterprise sales role.

You'll partner closely with solutions architects, customer success, and the broader Americas Enterprise team to build trust with technical and business buyers alike, and to position dbt as the standard for how enterprise data teams build, test, and ship analytics code.

What You'll Do

• Own a named or geo-based book of enterprise accounts in the Southwest, building and executing account plans across net-new and existing customers
• Run a disciplined, multi-threaded sales process with economic buyers, technical champions, and executive sponsors (e.g., CDAO, VP Data, Head of Analytics Engineering)
• Build and defend an accurate pipeline; forecast with rigor
• Lead technical evaluations and business value conversations in partnership with solutions architects, translating platform capabilities into a customer's specific data stack and business outcomes
• Negotiate and close multi-year enterprise agreements, including consumption-based and ramped deal structures
• Partner with customer success and services teams to ensure a strong onboarding experience and expansion motion post-close
• Represent the voice of the customer internally, feeding market and competitive insight back to product and marketing

What We're Looking For

• 5+ years of closing experience in enterprise software sales, ideally in data, analytics, or infrastructure
• A track record of consistent quota overattainment selling complex, technical products into enterprise accounts ($500K+ ACV deals)
• Experience navigating long sales cycles with multiple stakeholders, including technical practitioners and C-level economic buyers
• Comfort with modern data stack concepts (data warehousing, ELT/ETL, analytics engineering); prior experience selling into or around Snowflake, Databricks, or similar platforms is a plus
• Based in or near the Southern California territory, with willingness to travel to customer sites as needed
• A collaborative, direct communication style — you build trust fast with both technical champions and executive sponsors

Nice to have

• Existing relationships or account history in the Southern California enterprise data ecosystem
• Experience selling ELA (enterprise license agreement) or consumption-commit deal structures
• Familiarity with dbt Core or the broader analytics engineering workflow