Senior Account Executive

Key Responsibilities

• Own and deliver against revenue targets for an assigned territory and/or strategic account set
• Develop and execute territory and account strategies to drive pipeline generation and revenue growth
• Lead end-to-end enterprise sales cycles, from early opportunity shaping through negotiation and close
• Build and maintain relationships with C-suite and senior stakeholders (CDO, CTO, CIO, VP Data), positioning Vertica as a strategic solution for data-driven transformation
• Act as a trusted advisor, translating Vertica’s technical capabilities (performance, scalability, cost efficiency) into measurable business value
• Collaborate with Pre-Sales Engineers to lead technical evaluations, proof-of-concepts, and solution positioning
• Drive competitive sales strategies, effectively positioning Vertica against alternative solutions (e.g., Snowflake, Databricks, BigQuery, Redshift, Teradata)
• Lead cross-functional deal teams, including Marketing, Product, and Customer Success, to progress and close opportunities
• Leverage and develop partner and channel relationships (GSIs, VARs) to accelerate pipeline and expand market coverage
• Maintain accurate pipeline and forecast management in Salesforce, demonstrating strong forecasting discipline and deal inspection rigor
• Ensure high levels of customer satisfaction, contributing to long-term account growth and referenceable customers

Experience And Qualifications

• Core Sales Experience: 5–8+ years of enterprise software sales experience with a consistent track record of meeting or exceeding quota
• Demonstrated success owning and closing complex, multi-stakeholder deals in enterprise environments
• Experience selling into large enterprises / Global 1000 organizations with accountability for revenue outcomes
• Data & Analytics Domain Expertise: Minimum 2–3+ years of product sales experience in one or more of the following areas: Data Analytics, Data Warehousing, Big Data platforms, Lakehouse architectures, AI/ML-driven data solutions
• Strong understanding of data modernization, analytics ecosystems, and AI-driven transformation initiatives
• Market & Competitive Awareness: In-depth familiarity with the analytics and database ecosystem, including: Snowflake, Databricks, Google BigQuery, Amazon Redshift, Teradata
• Proven ability to position technical products in competitive environments, articulating differentiation at both business and technical levels
• Executive & Consultative Selling Skills: Proven ability to engage and influence C-level executives and senior data leaders (CDO, CTO, CIO, VP Data)
• Strong presentation, storytelling, and consultative/value-based selling capabilities
• Ability to articulate and align Vertica’s roadmap, vision, and innovation strategy to customer priorities
• Collaboration & Go-to-Market Execution: Proven ability to lead cross-functional deal execution with Pre-Sales, Marketing, Product, and Customer Success teams
• Experience leading or contributing to partner co-sell motions (GSIs, VARs) to accelerate deal velocity
• Ability to navigate complex market dynamics and execute targeted, territory-specific sales strategies