Senior Enterprise Account Executive

About Starburst Starburst delivers enterprise intelligence at scale by giving organizations secure, governed access to all their data, wherever it lives. Built for distributed data environments, Starburst helps enterprises power AI and analytics without the cost and complexity of traditional data consolidation. With open standards including Trino and Apache Iceberg, Starburst enables trusted access to complete enterprise context while helping organizations avoid vendor lock-in. Leading global enterprises trust Starburst to fuel AI, analytics, and enterprise intelligence. Learn more at starburst.ai . About the role: The Senior Enterprise Account Executive at Starburst is a quota carrying, software sales position responsible for meeting and exceeding goals through generating and closing new opportunities while increasing awareness of Starburst in the marketplace. We are looking for motivated, focused, and coachable sales professionals with experience across the full spectrum of the software sales cycle – prospecting, defining, and articulating value proposition, pilot process management, business case development, negotiation, and closing. As an Senior Enterprise Account Executive at Starburst you will : • Drive new business opportunities for selling Starburst software and services engagements within assigned territory • Develop and implement a sales strategy against assigned territory and/or targeted list of customers • Develop a deep understanding of, and effectively articulate, the Starburst offering and value proposition in the market • Constantly focused on pipeline generation within the territory to ensure long term success • Interact with and leverage the Channel and Alliance partner community to find new opportunities and drive existing deals to close • Manage opportunities through the sales cycle from initial inquiry to forecasted pipeline to deal design and close • Meet quarterly and annual revenue objectives for your territory • Provide continuous updates on all active accounts and report on sales, activities, status, and progress on a regular basis (via CRM, webex or in-person) • Maintain a high level of customer satisfaction and reference-ability • Travel for client visits and presentations Some of the things we look for: • 5+ years of progressive SaaS software sales experience to companies • Track record of success in closing business in mid to large accounts with complex buying processes • Excellent negotiation, analytical, financial, and organizational capabilities. Able to thrive in an evolving, entrepreneurial structure and environment • Outstanding verbal and written communication skills • Ability to work at both a tactical and strategic level • Must possess a can-do, self-starter mentality in a highly collaborative atmosphere • Have experience working in high growth early-stage companies • Data analytics software experience • Business intelligence software experience • Database/data warehousing platforms experience • Ability to Travel : This role will require 25% in-person travel for purposes including but not limited to new hire onboarding, team and department offsites, customer engagements, and other company events. Actual travel expectations may vary by role and business needs. Where could this role be based? • Remote - US West/ Central Starburst is dedicated to maintaining fair and equitable compensation practices. The salary range provided for this role reflects the minimum and maximum targets for candidates across all U.S. locations and could be inclusive of variable compensation, such as commission or bonus. All employees receive equity packages (ISOs) and have access to a comprehensive benefits offering. Actual compensation packages are determined based on relevant skills, exp