Emerging Enterprise Core Account Executive

Emerging Business, Canada | Toronto, ON (Calgary, Vancouver, and Montreal considered) About the role As an Emerging Enterprise Account Executive at Databricks, you'll own a book of 10 to 20 mid-sized Canadian companies that are already building on Databricks, or are about to. These are enterprises and growth companies that are modernizing their data platforms and putting AI from POC to Production. You'll run the full sales cycle yourself, from discovery through close, with a dedicated Solutions Architect as your technical partner. You're expected to talk to a data engineering lead in the morning and a VP of Finance in the afternoon, and be credible in both conversations. This is a consumption-based role. Signing the contract is only part of the job. You're measured on whether customers actually use what they buy. You'll report to the Sales Director, Emerging Business Canada, and work alongside Startup and Geo AEs on a team that covers everything from Series A startups to established Canadian enterprises. The impact you will have • Build a territory and account plan within your first 30 days that ranks your accounts by consumption potential and names your top use case targets. • Grow consumption across your book by finding new workloads and teams, then partnering with your SA to move use cases from scoping to production. • Close commit deals on your own, from first-time Jumpstart commits to multi-year agreements, and bring in your manager and deal desk on the more complex ones. • Build net new pipeline every quarter through prospecting and account development. • Build Business Value Assessments and ROI cases that tie Databricks to outcomes your buyer's CFO and Line of Business leaders cares about. • Own customer relationships up to the C level, and go beyond the technical buyer into lines of business. • Lead customer use case delivery with Professional Services and partners (GSIs, AWS, Azure, GCP) to keep implementations on schedule. • Forecast accurately. Keep Salesforce, use case stages, and MEDDPICC current so your forecast holds up on a call. • Use AI tools every day for account research, call prep, outreach, and pipeline management, so you can spend more time with customers. What we look for • 3+ years of full-cycle, quota-carrying B2B sales experience, ideally in data, cloud, AI, or SaaS infrastructure • A track record of meeting or beating quota, with deals you can walk through in detail: who the buyer was, what you found in discovery, how you structured it, and why it closed • Experience growing existing accounts and landing new business in the same territory • Comfort with consumption or usage-based models, or a clear understanding of how they differ from seat-based licensing • Enough technical depth to run a standard product demo, sketch a basic cloud data architecture, and know when to bring in your SA • Experience selling to business stakeholders and executives, not only technical teams • Hands-on use of AI tools in your current sales process. We'll ask you to show us how you use them. • Experience working with partners such as cloud providers, GSIs, or ISVs as part of how you run deals • Resilience, curiosity, and coachability. You take feedback, change your approach, and keep going when a deal stalls. • Familiarity with MEDDPICC or a similar qualification framework About Databricks Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Age