Note: The job is a remote job and is open to candidates in USA. Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises. As a Commercial Account Executive at Dremio, you will focus on selling Next Gen Dremio Cloud (SaaS) to commercial customers, managing the full sales cycle from pipeline creation to closing deals.

Responsibilities

• Achieve sales quotas for allocated accounts on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional territory plan
• Own pipeline generation through outbound prospecting, account-based outreach, partner motions, and targeted campaigns
• Actively build and manage account plans for your customer accounts
• Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Dremio solution
• Embrace AI sales tools to drive prospecting and customer strategies for success. Develop Points of View (POV) for customer engagement
• Prospect qualification and the development of new sales opportunities and ongoing revenue streams
• Arrange and conduct Executive and CxO discussions and events
• Sales process management and opportunity closure with Salesforce.com and Clari
• Ongoing account management to ensure customer satisfaction and drive additional revenue streams
• Be familiar with solution-based selling, have experience managing a complex sales process and possess excellent presentation, listening, organization, and contact management skills
• Sell Next Gen Dremio Cloud (SaaS) exclusively to commercial customers
• Maintain healthy pipeline coverage through consistent outbound activity driving to exceed 3x coverage ratios
• Execute 3–6 month SaaS sales cycles with strong deal velocity
• Lead structured discovery, qualification, demos, and close processes
• Partner with Solutions Architects as needed to support technical validation while maintaining momentum
• Accurately manage pipeline, forecasting, and CRM hygiene

Skills

• 3-5 years of experience in pipeline-driven SaaS sales roles, managing and closing your own deals
• Demonstrated ability to self-source pipeline consistently, not rely solely on inbound leads
• Proven success closing $75K–$300K ARR SaaS deals
• Experience in carrying and achieving $800K+ Annual Recurring Revenue (ARR) quotas
• Strong outbound prospecting, discovery, and qualification skills
• High-activity, high-ownership mindset with strong execution discipline
• Ability to thrive in a fast-paced, high-growth environment with high energy/positive attitude
• Excellent verbal and written communication, presentation, and relationship management skills
• BA/BS required
• Experience with consumption-based or cloud-native SaaS models
• Familiarity with lakehouses, data warehouses, analytics, AI, and/or modern data platforms
• Exposure to open-source ecosystems

Company Overview