Enterprise Sales Director; North

About Us

dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we've grown from an open source project into the leading analytics engineering platform, now used by over 90,000 teams every week, driving data transformations and AI use cases. As of February 2025, we've surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Platform customers, including AstraZeneca, Sky, Nasdaq, Volvo, Jet Blue, and Safety Culture.

We’re backed by top‑tier investors such as Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners: reliable, high‑quality data is the fuel that propels AI‑powered data engineering; AI is changing data work fast. dbt’s data control plane keeps data engineers ahead of that curve; we empower engineers to deliver reliable, governed data faster, cheaper, and at scale.

US Remote (North Central Region)

We’re looking to hire an Enterprise Sales Director (individual contributor) to join the Revenue Team. This person will be responsible for building out our enterprise customer base within the North Central region of the US. The ideal candidate will proactively identify new business with prospects and growth opportunities for clients, demonstrating foresight and an understanding of intrinsic sales cycles.

• 4+ years closing experience in technology sales, with a proven track record of exceeding annual targets
• Ability to understand complex technical concepts and translate them into a consultative sale
• Excellent verbal, written, and in‑person communication skills to engage stakeholders at all levels of an analytics organization (from individual developer to CTO)
• Strong diligence and organizational skills to work through long, intricate sales cycles involving multiple client teams
• Ability to operate in an ambiguous and fast‑paced environment
• A passion for inclusive teamwork and community involvement
• Experience with SQL or willingness to learn

• Own the full sales cycle from lead to ongoing utilization for enterprise prospects
• Organize POCs and implementations of dbt Cloud Enterprise
• Win 20 new dbt Cloud Enterprise customers per year (after ramp)
• Lead and contribute to team projects that develop our sales process
• Work with product to build and maintain the dbt Cloud enterprise roadmap
• Become an expert in SQL, dbt, and enterprise data operations
• Be an active member of the dbt open source community

• Prior experience in analytics, ETL, BI, or open‑source software
• Knowledge of or prior experience with dbt

• Interview with Talent Acquisition Partner
• Interview with the Hiring Manager
• Team Interviews with Sales & Solutions Architects
• Pipeline Generation Activity with Sales Leadership

• Unlimited vacation time with a culture that actively encourages time off
• 401(k) plan with 3% guaranteed company contribution
• Comprehensive healthcare coverage
• Generous paid parental leave
• Flexible stipends for:
  • Health & Wellness
  • Home Office Setup
  • Cell Phone & Internet
  • Learning & Development
  • Office Space

We offer competitive compensation packages commensurate with experience, including salary, RSUs, and where applicable, performance‑based pay. Our Talent Acquisition Team can answer questions about dbt Labs’ total rewards during your interview process. In select locations (including Boston, Chicago, Denver, Los Angeles, Philadelphia, New York City, San Francisco, Washington, DC, and Seattle), an alternate range may apply.

Sales Director OTE Range: $238,000‑$320,000 USD

dbt Labs is an equal‑opportunity employer, committed to building an inclusive team that welcomes diverse perspectives, backgrounds, and experiences. Even if your experience doesn’t perfectly align with the job description, we encourage you to apply – we value potential just as much as a perfect resume.