Senior Account Executive, Commercial

About Us

the company and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on. the company helps organizations automate data movement across the systems, clouds, engines, and tools they rely on.

dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.

As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact.

During this transition period, you may see references to both the company and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.

the company is building data pipelines to power the modern data stack for thousands of companies. the company is looking for a Commercial/Mid-Market Account Executive that enjoys SaaS sales, and can picture themselves working in a fast-paced startup environment. If you have an entrepreneurial spirit, love working in a collaborative team, are ambitious and hard-working we want to hear from you!

This is a full-time, hybrid position based out of our Oakland, CA office. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team.

Salesforce, Outreach, Gong, Clari

• Daily outbound prospecting to Target Account lists to create demand and generate consistent pipeline

• Working closely with your Partner network to generate referrals, co-sell on opportunities, and expand the company’s use across the partner portfolio

• Executing every sales cycle with precision. You will be responsible for conducting detailed discovery, lead product demonstrations, coordinate executive alignment, and drive positive business outcomes for your customers to drive long term customer value

• Becoming an expert in the company’s technology, market, and value proposition

• Executing campaigns to drive customer adoption and expand the usage of the company within your customer accounts (in their first 6 months as a customer)

• Forecasting and articulating your opportunities on a weekly basis using the MEDDPICC and Command of the Message methodology Working closely with your team, peers, and cross-functional business stakeholders to provide valuable feedback and new ideas

• Embracing and adapting to a fast-moving environment with large amounts of change

• 3 - 4 years experience in a closing sales role required Experience in Business Development - crucial for success as an AE at the company

• Consistent track record of meeting and exceeding revenue targets

• Excellent written and verbal communication skills, with the ability to hold multiple stakeholders accountable throughout a sales cycle

• A customer-centric approach and is passionate about how customers can gain value and insight from data

• Ability to convey technical principles in a very consultative and conversational way

• A willingness and ability to travel as necessary Bonus Skills Familiarity with the modern data technology industry and key players

This position qualifies for the company’s incentive plan, and it’s common for employees in this role to achieve the total on-target earnings.

* As part of our commitment to setting new hires up for success, all new sales team members attend a one-week, in-person Revenue Bootcamp during their second week at the company. This bootcamp, held at one of our designated company locations, requires travel and is a mandatory…