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Enterprise Account Executive - East
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Be Part of Building the Future
Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises, including Maersk, Amazon, Regeneron, NetApp, and S&P Global. Customers rely on Dremio for cloud, hybrid, and on-prem lakehouses to power their data mesh, data warehouse migration, data virtualization, and unified data access use cases. Based on open source technologies, including Apache Iceberg and Apache Arrow, Dremio provides an open lakehouse architecture enabling the fastest time to insight and platform flexibility at a fraction of the cost. Learn more at www.dremio.com.
About the role
As an Enterprise Account Executive (AE) at Dremio, you will be focused on selling primarily Next Gen Dremio Cloud (SaaS) but also self-managed Dremio Software to enterprise customers (4,000+ employees).
This is a pipeline-driven, outbound-oriented SaaS sales role. While inbound interest and marketing support exist, success in this role requires consistent self-sourced pipeline generation through outbound prospecting, targeted account outreach, and partner-led motions.
Account Executives at Dremio own the full sales cycle—from pipeline creation through close. Enterprise AEs at Dremio sell into complex environments where customers may require SaaS, self-managed software, or a hybrid approach based on security, regulatory, or operational needs. AEs are expected to operate with urgency, discipline, and accountability.
What you’ll be doing
- Achieve sales quotas for allocated accounts on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional territory plan.
- Own pipeline generation through outbound prospecting, account-based outreach, partner motions, and targeted campaigns
- Actively build and manage account plans for your customer accounts
- Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Dremio solution.
- Embrace AI sales tools to drive prospecting and customer strategies for success. Develop Points of View (POV) for customer engagement
- Prospect qualification and the development of new sales opportunities and ongoing revenue streams.
- Arrange and conduct Executive and CxO discussions and events.
- Sales process management and opportunity closure with Salesforce.com and Clari.
- Ongoing account management to ensure customer satisfaction and drive additional revenue streams.
- Be familiar with solution-based selling, have experience managing a complex sales process, and possess excellent presentation, listening, organization, and contact management skills.
- Maintain healthy pipeline coverage through consistent outbound activity, driving to exceed 3x coverage ratios
- Execute 6–12 month SaaS sales cycles with strong deal velocity
- Lead structured discovery, qualification, demos, and close processes
- Partner with Solutions Architects as needed to support technical validation while maintaining momentum
- Accurately manage pipeline, forecasting, and CRM hygiene
What we’re looking for
- 5-10 years of experience in pipeline-driven SaaS sales roles, managing and closing your own deals
- Demonstrated ability to self-source pipeline consistently, not rely solely on inbound leads
- Proven success closing $150K–$1+ million ARR SaaS deals
- Experience in carrying and achieving $1.6+ million Annual Recurring Revenue (ARR) quotas
- Strong outbound prospecting, discovery, and qualification skills
- High-activity, high-ownership mindset with strong execution discipline
- Ability to thrive in a fast-paced, high-growth environment with high energy/positive attitude
- Excellent verbal and written communication, presentation, and relationship management skills
- Ability to thrive in a fast-paced startup environment
- BA/BS required
Preferred Experience
- Experience with consumption-based or cloud-native SaaS models
- Familiarity with lakehouses, data warehouses, analytics, AI, and/or modern data platforms
- Exposure to open-source ecosystems
#LI-New-York
What we value
At Dremio, we hold ourselves to high standards when it comes to People, Thinking, and Action. Our Gnarlies (that's what we call our employees) communicate with clarity, drive accountability, and are respectful towards each other. We confront brutal facts and focus on results while operating with a sense of urgency and building a "flywheel". People who like to jump in and drive momentum will thrive in our #GnarlyLife.
Dremio is an equal opportunity employer supporting workforce diversity. We do not discriminate on the basis of race, religion, color, national origin, gender identity, sexual orientation, age, marital status, protected veteran status, disability status, or any other unlawful factor.
Dremio is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request accommodation due to a disability, please inform your recruiter.
Dremio has policies in place to protect the personal information that employees and applicants disclose to us. Please click here to review the privacy notice.
Important Security Notice for Candidates
At Dremio, we uphold trust and transparency as paramount values in all our interactions with customers, partners, employees, and the general public. We have been targeted by individuals creating fake domains similar to ours to scam prospects and candidates. Please note that all official communications from us will be from an @dremio.com domain. If you suspect you've been targeted by a scam, it's imperative to report the incident to your local law enforcement agencies. For more information about this type of scam, please refer to Dremio's official statement here.
Dremio is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the Company.
Ready to apply?
Apply to Dremio
Commercial Account Executive - East
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Be Part of Building the Future
Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises, including Maersk, Amazon, Regeneron, NetApp, and S&P Global. Customers rely on Dremio for cloud, hybrid, and on-prem lakehouses to power their data mesh, data warehouse migration, data virtualization, and unified data access use cases. Based on open source technologies, including Apache Iceberg and Apache Arrow, Dremio provides an open lakehouse architecture enabling the fastest time to insight and platform flexibility at a fraction of the cost. Learn more at www.dremio.com.
About the role
As a Commercial Account Executive at Dremio, you will be 100% focused on selling Next Gen Dremio Cloud (SaaS) to commercial customers (sub-4,000 employees).
This is a pipeline-driven, outbound-oriented SaaS sales role. While inbound interest and marketing support exist, success in this role requires consistent self-sourced pipeline generation through outbound prospecting, targeted account outreach, and partner-led motions.
Commercial AEs at Dremio own the full sales cycle—from pipeline creation through close—and are expected to operate with urgency, discipline, and accountability.
What you’ll be doing
- Achieve sales quotas for allocated accounts on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional territory plan.
- Own pipeline generation through outbound prospecting, account-based outreach, partner motions, and targeted campaigns
- Actively build and manage account plans for your customer accounts
- Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Dremio solution.
- Embrace AI sales tools to drive prospecting and customer strategies for success. Develop Points of View (POV) for customer engagement
- Prospect qualification and the development of new sales opportunities and ongoing revenue streams.
- Arrange and conduct Executive and CxO discussions and events.
- Sales process management and opportunity closure with Salesforce.com and Clari.
- Ongoing account management to ensure customer satisfaction and drive additional revenue streams.
- Be familiar with solution-based selling, have experience managing a complex sales process and possess excellent presentation, listening, organization, and contact management skills.
- Sell Next Gen Dremio Cloud (SaaS) exclusively to commercial customers
- Maintain healthy pipeline coverage through consistent outbound activity driving to exceed 3x coverage ratios
- Execute 3–6 month SaaS sales cycles with strong deal velocity
- Lead structured discovery, qualification, demos, and close processes
- Partner with Solutions Architects as needed to support technical validation while maintaining momentum
- Accurately manage pipeline, forecasting, and CRM hygiene
What we’re looking for
- 3-5 years of experience in pipeline-driven SaaS sales roles, managing and closing your own deals
- Demonstrated ability to self-source pipeline consistently, not rely solely on inbound leads
- Proven success closing $75K–$300K ARR SaaS deals
- Experience in carrying and achieving $800K+ Annual Recurring Revenue (ARR) quotas
- Strong outbound prospecting, discovery, and qualification skills
- High-activity, high-ownership mindset with strong execution discipline
- Ability to thrive in a fast-paced, high-growth environment with high energy/positive attitude
- Excellent verbal and written communication, presentation, and relationship management skills
- BA/BS required
Preferred Experience
- Experience with consumption-based or cloud-native SaaS models
- Familiarity with lakehouses, data warehouses, analytics, AI, and/or modern data platforms
- Exposure to open-source ecosystems
#LI-remote
What we value
At Dremio, we hold ourselves to high standards when it comes to People, Thinking, and Action. Our Gnarlies (that's what we call our employees) communicate with clarity, drive accountability, and are respectful towards each other. We confront brutal facts and focus on results while operating with a sense of urgency and building a "flywheel". People who like to jump in and drive momentum will thrive in our #GnarlyLife.
Dremio is an equal opportunity employer supporting workforce diversity. We do not discriminate on the basis of race, religion, color, national origin, gender identity, sexual orientation, age, marital status, protected veteran status, disability status, or any other unlawful factor.
Dremio is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request accommodation due to a disability, please inform your recruiter.
Dremio has policies in place to protect the personal information that employees and applicants disclose to us. Please click here to review the privacy notice.
Important Security Notice for Candidates
At Dremio, we uphold trust and transparency as paramount values in all our interactions with customers, partners, employees, and the general public. We have been targeted by individuals creating fake domains similar to ours to scam prospects and candidates. Please note that all official communications from us will be from an @dremio.com domain. If you suspect you've been targeted by a scam, it's imperative to report the incident to your local law enforcement agencies. For more information about this type of scam, please refer to Dremio's official statement here.
Dremio is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the Company.
Ready to apply?
Apply to Dremio
Head of Americas Strategic Sales
Share this job
Be Part of Building the Future
Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises, including Maersk, Amazon, Regeneron, NetApp, and S&P Global. Customers rely on Dremio for cloud, hybrid, and on-prem lakehouses to power their data mesh, data warehouse migration, data virtualization, and unified data access use cases. Based on open source technologies, including Apache Iceberg and Apache Arrow, Dremio provides an open lakehouse architecture enabling the fastest time to insight and platform flexibility at a fraction of the cost. Learn more at www.dremio.com.
About the role
Dremio is launching a Strategic Sales segment in the Americas focused on a select group of high-impact, enterprise-wide transformation opportunities.
The Head of Americas Strategic Sales will serve as the founding Strategic seller, directly owning five named Strategic accounts while building and leading the segment as it scales.
This is a hands-on, execution-focused enterprise sales role operating at the highest level of deal complexity. You will drive executive engagement, lead multi-year platform pursuits, and establish the standards that define Strategic selling at Dremio.
This position is based in the NY/NJ region and requires 25–50% travel to support executive engagement and enterprise pursuits.
What You Will Do
The Strategic segment represents Dremio’s highest-leverage enterprise opportunities. This role will have a significant impact on the trajectory of the Americas organization and the company’s upmarket expansion.
- Own and close complex, multi-quarter, and multi-year enterprise sales cycles across five named Strategic accounts
- Develop and execute comprehensive account strategies, including executive stakeholder mapping, political landscape analysis, competitive positioning, and phased expansion planning
- Drive disciplined qualification standards across high-ACV pursuits
- Maintain high-confidence forecast accuracy in long-cycle, high-visibility deals
- Arrange and conduct Executive and CxO discussions and events
- Serve as executive quarterback across Solutions Architecture, Professional Services, Customer Success, Marketing, Legal, and Finance
- Lead internal deal strategy sessions and executive reviews for high-impact opportunities
- Own pipeline generation through targeted executive outreach, partner motions, and account-based engagement
- Ensure accurate CRM usage, reporting discipline, and forecasting hygiene
- Elevate enterprise selling standards by mentoring senior Enterprise Account Executives on complex pursuits
- Partner with Sales Operations to define Strategic forecasting methodology and segmentation standards
- Participate in hiring and onboarding future Strategic sellers as expansion thresholds are achieved
- Transition into direct leadership of the Strategic segment as revenue and performance milestones are met
What we’re looking for
- 10+ years of enterprise SaaS sales experience managing and closing complex deals
- Demonstrated success closing $1M+ ACV enterprise SaaS transactions
- Experience carrying and achieving $2M+ ARR quotas in complex environments
- Deep experience selling into Fortune 500 / Global 2000 organizations
- Executive-level selling capability with CIO, CDO, CTO, and equivalent stakeholders
- Proven ability to self-source pipeline and operate in a disciplined, outbound-driven environment
- Strong political navigation, multi-threading, and enterprise deal orchestration skills
- Experience mentoring senior sellers and influencing enterprise sales execution standards
- Strong collaboration skills across Solutions Architecture, Professional Services, Customer Success, and RevOps
- Comfortable operating in a fast-paced, high-growth environment
- BA/BS preferred
- Based in NY/NJ with willingness to travel 25–50%
Leadership Attributes We Value
- Strong leadership capabilities with the ability to elevate and inspire high-performing teams and senior sellers
- Demonstrated experience coaching, mentoring, and developing top sales talent
- Operates with urgency and a strong drive for results
- High accountability with empathy and clarity; data-driven with a bias toward action and continuous improvement
- Possesses elite enterprise sales expertise and executive presence, with strong judgment and disciplined enterprise account planning rigor
- Ability to operate effectively in a fast-paced, team-based environment
- Strong engagement and communication skills across executive and cross-functional audiences
- Consultative selling experience with the ability to serve as a trusted advisor to customers and colleagues
- Prior experience working within the Data, Analytics, or AI software ecosystem
Preferred Experience
- Experience operating as a Strategic or Global Account Executive in complex enterprise environments
- Experience leading or scaling teams selling SaaS or cloud-native platforms during periods of growth and change
- Experience with consumption-based or usage-driven SaaS pricing models
Why This Role Matters
The Strategic Sales segment is a critical growth engine for Dremio’s upmarket expansion.
This role plays a direct part in:
- Driving enterprise-wide platform adoption
- Closing high-ACV, multi-year transformation deals
- Establishing the standards for Strategic enterprise selling
- Strengthening Dremio’s competitive posture in complex Fortune 500 environments
- Building and leading the Strategic Sales segment as it scales
#LI-New-York
What we value
At Dremio, we hold ourselves to high standards when it comes to People, Thinking, and Action. Our Gnarlies (that's what we call our employees) communicate with clarity, drive accountability, and are respectful towards each other. We confront brutal facts and focus on results while operating with a sense of urgency and building a "flywheel". People who like to jump in and drive momentum will thrive in our #GnarlyLife.
Dremio is an equal opportunity employer supporting workforce diversity. We do not discriminate on the basis of race, religion, color, national origin, gender identity, sexual orientation, age, marital status, protected veteran status, disability status, or any other unlawful factor.
Dremio is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request accommodation due to a disability, please inform your recruiter.
Dremio has policies in place to protect the personal information that employees and applicants disclose to us. Please click here to review the privacy notice.
Important Security Notice for Candidates
At Dremio, we uphold trust and transparency as paramount values in all our interactions with customers, partners, employees, and the general public. We have been targeted by individuals creating fake domains similar to ours to scam prospects and candidates. Please note that all official communications from us will be from an @dremio.com domain. If you suspect you've been targeted by a scam, it's imperative to report the incident to your local law enforcement agencies. For more information about this type of scam, please refer to Dremio's official statement here.
Dremio is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the Company.
Ready to apply?
Apply to Dremio