5-7 years of sales experience, preferably in data infrastructure or analytics
Proven track record of exceeding sales quotas and closing deals
Strong strategic account planning skills
Ability to engage and sell to C-level executives
Collaborative mindset with a positive attitude
Bachelor's degree or equivalent experience
Willingness to travel occasionally for business needs
Responsibilities
Achieve quarterly and annual sales targets by managing pipeline and closing deals
Manage inbound leads and develop outbound campaigns for commercial prospects
Drive product adoption and retention within existing accounts
Serve as a trusted advisor to customers, aligning solutions with their business objectives
Cultivate and expand relationships within customer accounts
Manage the entire sales cycle from prospecting to negotiation and close
Accurately forecast sales activity and collaborate with cross-functional teams
Leverage data tools to track progress and optimize sales strategies
Benefits
Equity packages (ISOs) for all employees
Comprehensive benefits offering
Hybrid work model with onsite expectations of 1-3 days per week
Opportunities for professional development and growth
Supportive team environment fostering collaboration and positivity
Full Job Description
About the role:
Starburst Data is seeking driven Account Executives (AE) to accelerate our growth within the Commercial segment (companies with under $1 billion in revenue across SMB, Mid-market and Enterprise). As an AE, you will be a key player in driving new customer acquisition and expanding our footprint within existing accounts. You will be responsible for full-cycle sales, from initial outreach to closing deals, with a focus on our Ideal Customer Profile (ICP). This role requires a strong understanding of the data landscape and the ability to articulate the value of Starburst's solution.
This role offers a unique opportunity to join a high-growth company at the forefront of Data & AI initiatives. If you are a results-oriented sales professional with a passion for data and a proven track record of success, we encourage you to apply.
As a Mid-Market Account Executive at Starburst you will:
Drive Revenue Growth: Achieve quarterly and annual sales targets by effectively managing your pipeline and closing deals.
Manage Inbound & Drive Outbound: Manage inbound leads (website, forms, MQLs) and proactively develop outbound campaigns to target commercial prospects. Guide potential customers through the product exploration process.
Increase Product Adoption & Retention: Drive product adoption and retention within existing accounts by identifying new use cases, addressing onboarding challenges, and promoting feature adoption.
Strategic Customer Advisor: Serve as a trusted advisor to customers, understanding their business objectives and aligning Starburst solutions to meet their growth initiatives.
Build Strong Relationships: Cultivate and expand relationships within customer accounts to strengthen partnerships and create long-term value.
Full Sales Cycle Ownership: Manage the entire sales cycle, from prospecting and qualification to negotiation and close, consistently winning new logos.
Accurate Forecasting & Collaboration: Accurately forecast sales activity, communicate effectively with internal stakeholders, and collaborate seamlessly with cross-functional teams, including Solution Architects, Product, Sales Development and management.
Data-Driven Approach: Leverage data and tools such as Starburst, Salesforce, and Tableau to track progress, analyze performance, and optimize sales strategies.
Some of the things we look for:
Proven Closer: You consistently exceed quotas and have a track record of closing deals, ideally in data infrastructure, analytics, or software.
Strategic Account Planner: You develop and execute effective account plans to drive sales.
Technically Adept & Executive-Focused: You thrive in fast-paced technical environments and confidently sell to C-level executives and across business units.
Collaborative & Driven: You're gritty, humble, curious, and optimistic, contributing to a positive team environment.
Education: You have a college degree or equivalent experience.
Ability to Travel: This role will require occasional 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?
This role is based in our Boston office and follows a hybrid model, with an expectation of being onsite 1-3 days per week.
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, experience, education and training, and specific work location. For more information, connect with the recruiting team or Hiring Manager during the process as they can provide more detailed information about the salary range.
