Strategic Account Executive, West Coast — Bay Area

About the role

This role is focused on the U.S. West Coast, with a strong preference for candidates located in the San Francisco Bay Area. The ideal candidate has established experience selling into Bay Area and West Coast enterprise accounts and is comfortable engaging customers in person as needed. Regular customer travel and participation in strategic field activities will be expected.

Key Responsibilities

• Own a defined West Coast territory with a focus on strategic enterprise accounts, including new logo acquisition and expansion opportunities.
• Create demand in large, complex accounts by engaging technical and business stakeholders across data, AI/ML, application development, platform engineering, architecture, and executive leadership.
• Apply MEDDPICC discipline to qualify opportunities, identify business pain, align to customer metrics, build champions, understand decision processes, and drive mutual action plans.
• Partner with Solutions Engineering to deliver tailored discovery, demonstrations, workshops, POVs, and technical validation plans that connect Arango’s capabilities to customer priorities.
• Develop clear business cases that articulate the strategic, operational, and financial value of Arango’s platform.
• Maintain strong Salesforce hygiene, including accurate activity capture, opportunity progression, next steps, close plans, pipeline quality, and forecast accuracy.
• Collaborate cross-functionally with Marketing, Product, Customer Success, and leadership to support account strategy, messaging, competitive positioning, and customer outcomes.
• Represent Arango in the field through customer meetings, executive briefings, industry events, partner activities, and account-based marketing motions.

Skills and Experience

• 7–10+ years of successful enterprise technology sales experience, preferably in data infrastructure, AI, analytics, cloud, database, developer platforms, or enterprise software.
• Strong existing knowledge of strategic accounts, buyers, partners, and technology ecosystems in the region.
• Proven ability to generate pipeline independently, open new executive relationships, and create opportunities where demand may not already exist.
• Experience selling complex technical solutions to CTOs, CIOs, Heads of Data, AI/ML leaders, enterprise architects, platform engineering leaders, and application development teams.
• Strong understanding of enterprise data, AI, cloud infrastructure, database, analytics, or related technical markets. Experience with companies such as Databricks, Snowflake, MongoDB, Neo4j, Elastic, Confluent, Redis, AWS, Google Cloud, Microsoft, or AI-native infrastructure vendors is highly relevant.
• Deep working knowledge of MEDDPICC, with a demonstrated ability to qualify rigorously and manage complex enterprise sales cycles.
• Ability to go high and wide within global enterprise accounts, build champions, navigate procurement, and align technical validation with business value.
• Strong communication skills with the ability to simplify complex technical concepts and connect them to strategic business outcomes.
• A high ownership mindset, strong operating cadence, and a willingness to work in a high-growth environment where pipeline creation, execution discipline, and cross-functional collaboration are critical.