New Business Enterprise Account Executive (Public Sector - Local Government and Non Profit)
About this role
SLSQ426R964
Do you want to help solve the world’s toughest problems with Data and AI? That’s what we do every day at Databricks.
Reporting to the Head of Public Sector, you’ll partner with a team of accomplished Data, AI and industry specialists. Your mission is to drive the adoption of Databricks across a select group of Public Sector organisations. We’re looking for a proven Enterprise Account Executive to deliver net-new strategic business, bringing an informed point of view on Data and Advanced Analytics. Your insight will shape winning strategies and together with our teams and partners enable you to deliver exceptional value to customers across Local Government and the Non-Profit sector.
The impact you will have:
Assess your accounts and develop a strategy to engage all buying centres, driving deals forward and shortening decision cycles
Use a solution-led approach to create meaningful value for new logo accounts
Identify and close quick wins while managing longer, complex sales cycles
Own a defined list of prospects in UKI and build strategies targeting all critical stakeholders
Support broader customer transformation goals through strategic partnerships, well-scoped services, training, and targeted Executive engagement
Build strong value throughout the sales process to guide successful negotiation
Orchestrate cross-functional teams to maximise impact across your ecosystem
Own the consumption narrative, using demand plans to surface high-value use cases in each account
Stay customer-centric by delivering both technical and business outcomes through the Databricks Intelligence Platform
What we look for:
Strong new business development background with a track record of closing and exceeding quota in Public Sector accounts
Experience navigating Public Sector procurement frameworks and mechanisms
Background in Cloud software, open source technology, or the Data and AI space
Experience driving adoption of usage-based SaaS services and co-selling with AWS, Azure or Google Cloud
Ability to identify key use cases and buying centres to expand Databricks’ value within an organisation
Methods for co-developing business cases and securing C-level sponsorship
Experience building strong champions, collaborative teams and productive partnerships
Understanding of consumption-based land-and-expand sales models
Familiarity with robust sales methodologies (e.g., account planning, MEDDPICC, Value Selling) and accurate forecasting
Demonstrated contributions and a consistent track record of success
Eligibility for SC clearance (existing clearance is an advantage)
Responsibilities
- Assess your accounts and develop a strategy to engage all buying centres, driving deals forward and shortening decision cycles
- Use a solution-led approach to create meaningful value for new logo accounts
- Identify and close quick wins while managing longer, complex sales cycles
- Own a defined list of prospects in UKI and build strategies targeting all critical stakeholders
- Support broader customer transformation goals through strategic partnerships, well-scoped services, training, and targeted Executive engagement
- Build strong value throughout the sales process to guide successful negotiation
- Orchestrate cross-functional teams to maximise impact across your ecosystem
- Own the consumption narrative, using demand plans to surface high-value use cases in each account
- Stay customer-centric by delivering both technical and business outcomes through the Databricks Intelligence Platform
- Strong new business development background with a track record of closing and exceeding quota in Public Sector accounts
Requirements
- Experience navigating Public Sector procurement frameworks and mechanisms
- Background in Cloud software, open source technology, or the Data and AI space
- Experience driving adoption of usage-based SaaS services and co-selling with AWS, Azure or Google Cloud
- Ability to identify key use cases and buying centres to expand Databricks’ value within an organisation
- Methods for co-developing business cases and securing C-level sponsorship
- Experience building strong champions, collaborative teams and productive partnerships
- Understanding of consumption-based land-and-expand sales models
- Familiarity with robust sales methodologies (e.g., account planning, MEDDPICC, Value Selling) and accurate forecasting
- Demonstrated contributions and a consistent track record of success
- Eligibility for SC clearance (existing clearance is an advantage)
About Databricks
Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.