Strategic Account Executive, West Coast — Bay Area

Strategic Account Executive, West Coast — Bay Area About Arango

At Arango, we believe the next generation of enterprise AI requires more than powerful models — it requires context.

Arango provides a trusted data foundation for Enterprise AI through graph-based Contextual AI, helping organizations transform complex enterprise data into a System of Context that enables LLMs and AI applications to deliver more accurate, explainable, and scalable outcomes.

The Arango AI Data Platform gives developers, data engineers, and enterprise architects a single integrated environment to build and scale AI‑powered applications without stitching together multiple databases and tools. At its core is a massively scalable multi‑model database that unifies graph, vector, document, and key‑value data with full‑text, geospatial, and vector search.

Arango is trusted by organizations including NVIDIA, HPE, the London Stock Exchange, the U.S. Air Force, NIH, and Articul
8. We are also a proud member of the NVIDIA Inception Program and the AWS ISV Accelerate Program.

If you are excited about shaping the future of Contextual AI, we would love to speak with you.

This role is focused on the U.S. West Coast, with a strong preference for candidates located in the San Francisco Bay Area. The ideal candidate has established experience selling into Bay Area and West Coast enterprise accounts and is comfortable engaging customers in person as needed. Regular customer travel and participation in strategic field activities will be expected.

As a Strategic Account Executive for the West Coast, you will be responsible for creating, developing, and closing enterprise opportunities across strategic accounts. This is a highly visible role requiring strong self‑generated pipeline discipline, executive‑level selling skills, technical curiosity, and the ability to translate Arango’s AI and data platform value into measurable business outcomes.

You will work closely with Solutions Engineering, Marketing, Customer Success, Product, and executive leadership to identify high‑value use cases, build champions, drive technical validation, and close strategic new logo and expansion opportunities.

This role is best suited for a seller who has successfully sold complex data, AI, cloud, infrastructure, database, analytics, or developer‑platform solutions into large enterprise accounts.

Own a defined West Coast territory with a focus on strategic enterprise accounts, including new logo acquisition and expansion opportunities.

Build and manage a high‑quality pipeline through targeted account planning, outbound prospecting, executive networking, partner leverage, and insight‑led customer engagement.

Create demand in large, complex accounts by engaging technical and business stakeholders across data, AI/ML, application development, platform engineering, architecture, and executive leadership.

Apply MEDDPICC discipline to qualify opportunities, identify business pain, align to customer metrics, build champions, understand decision processes, and drive mutual action plans.

Partner with Solutions Engineering to deliver tailored discovery, demonstrations, workshops, POVs, and technical validation plans that connect Arango’s capabilities to customer priorities.

Develop clear business cases that articulate the strategic, operational, and financial value of Arango’s platform.

Maintain strong Salesforce hygiene, including accurate activity capture, opportunity progression, next steps, close plans, pipeline quality, and forecast accuracy.

Collaborate cross‑functionally with Marketing, Product, Customer Success, and leadership to support account strategy, messaging, competitive positioning, and customer outcomes.

Represent Arango in the field through customer meetings, executive briefings, industry events, partner activities, and account‑based marketing motions.

7–10+ years of successful enterprise technology sales experience, preferably in data infrastructure, AI, analytics, cloud, database, developer platforms, or enterprise software.

Demonstrated success selling into large enterprise accounts across the Bay Area…