About the Role

As a Strategic Account Manager at Tellius, you'll drive expansion and retention of enterprise and mid-market customers by helping them harness the transformative potential of AI-powered analytics. You'll leverage your consultative sales and stakeholder management expertise to grow revenue through cross-sell and upsell opportunities, while becoming a trusted advisor who helps our customers expand their use of Tellius and unlock potential. You’ll partner with GTM, product, sales, and marketing teams to guide the full post-sales journey—driving implementation, adoption, and expansion—while ensuring customers realize maximum value from Tellius. A self-starter with strong project management skills, you excel at coordinating cross-functional teams to deliver successful analytics outcomes, serving as the conductor of the customer journey.

This role will involve significant travel as needed to customer sites.

Responsibilities

• Lead customer onboarding by leading use case ideation workshops, developing project roadmaps, and managing implementation activities, including coordination of data onboarding
• Guide adoption by delivering enablement sessions, executive briefings (e.g., Quarterly Business Reviews), and crafting success plans that establish milestones and capture ongoing business value
• Build trusted relationships with business executives, analytics teams, and end-users, ensuring customers independently and effectively use Tellius
• Own customer renewals and drive expansion opportunities to deliver strong Net Revenue Retention (NRR)
• Identify risks to retention early, and address them with tailored solutions that align to customer goals
• Drive account growth by collaborating with sales on expansion strategies, upselling additional modules, features, or services
• Act as the customer’s advocate within Tellius, sharing feedback and feature requests with product and engineering while keeping customers informed about updates and roadmaps
• Continually monitor usage analytics and success metrics to track adoption, engagement, and satisfaction, using insights to demonstrate value and guide conversations
• Document customer activities, use cases, and success stories and share insights across sales, product, and engineering to ensure a unified customer experience
• Communicate consistently with customers through recurring meetings, emails, and webinars to keep them updated on features, maintenance, and best practices
  
  

REQUIRED QUALIFICATIONS

• 8+ years of experience in customer success, account management, strategy or analytics consulting
• Proven track record of delivering results while managing multiple enterprise or mid-market accounts concurrently
• Demonstrated ability to drive account expansion through cross-sell and upsell strategies that align to customer business needs
• Exceptional customer-facing and stakeholder management skills, with expertise in project/program management
• Experience leading large-scale technology or analytics transformation initiatives from design through adoption
• Ability to thrive in a high-growth, fast-paced startup environment, effectively influencing cross-functional GTM, product, and engineering teams

PREFERRED QUALIFICATIONS

• Experience in the B2B SaaS analytics, BI, or data/AI space, with a strong understanding of modern data stacks and enterprise analytics workflows
• Strong knowledge of data modeling concepts (star schema, snowflake schema, fact/dimension design, normalization/denormalization) and their application in analytics platforms
• Experience designing or working with semantic layers, business-friendly data models
• Demonstrated success working at a high-growth startup, balancing strategic priorities with hands-on execution and adaptability

PERSONAL CHARACTERISTICS

• Proactive and dependable - you don’t wait for direction, and you always follow through
• Quick, curious, and sharp - you value speed and clarity without cutting corners
• Energized by solving problems and working collaboratively
• Startup experience or entrepreneurial mindset - you know how to make things happen without a big machine behind you
• Impeccable follow-through: Never drops the ball and communicates proactively when timelines need to be pushed.
• Data-driven: Knows what metrics matter and can analyze them.
• Customer obsessed: Laser focused on providing value.

Note: This role is only open to candidates currently residing in and authorized to work in the United States.

The Mission:
We're looking for an Account Executive who thrives in fast-paced environments, brings a consultative approach to selling, and knows how to win and grow enterprise accounts. You’ll focus on closing new business and expanding existing customers, while playing a key role in scaling revenue.

What You’ll Do:

• Own the full sales cycle — from qualifying leads to closing six-figure enterprise deals
  
  
• Run tailored discovery and demo calls with technical and business stakeholders
  
  
• Partner with CSMs to uncover and drive expansion opportunities
  
  
• Experiment with creative outbound plays and prospecting strategies to build pipeline
  
  
• Collaborate cross-functionally to tighten feedback loops with product, marketing, and leadership
  
  
• Contribute ideas and insights to help the sales team move faster and smarter
  
  

What We’re Looking For:

• Proven track record of exceeding quota in B2B SaaS, ideally with enterprise customers
  
  
• Experience navigating long, complex sales cycles with multiple buyer personas (IT, Analytics, Business)
  
  
• Strong consultative selling skills — you can ask the right questions and lead with insight
  
  
• Startup experience or entrepreneurial mindset — you know how to make things happen without a big machine behind you
  
  
• Bonus: background in consulting or technical/analytics platforms
  
  

Who You Are:

• Proactive and dependable — you don’t wait for direction, and you always follow through
  
  
• Quick, curious, and sharp — you value speed and clarity without cutting corners
  
  
• Energized by closing deals, solving problems, and working collaboratively

Note: This role is only open to candidates currently residing in and authorized to work in the United States

Business Development Representative (Fully Remote)

Our BDRs have an incredible opportunity to generate engagement with Tellius and deliver qualified opportunities to the Account Executive team. BDRs have the unique opportunity to build a strong foundation of software sales skills while having a direct impact on pipeline and revenue generation. At Tellius, we like to say the BDR team is rolling out the red carpet for many of our prospects to the front door of a whole new world of deriving insights from data. BDRs work cross-functionally with Tellius's marketing and sales departments in alignment with our Go-To-Market strategy. We're a small, but mighty and fierce team looking to shake up historical market leaders with something our customers are raving about. 

Tellius HQ is in Reston, VA, but we do not require anyone to come into the office. 

What you'll do: 

• Qualify inbound leads and generate meetings for Account Executive teams
• In the BDR role you will also be responsible and expected to set meetings with cold prospects via cold calls, cold emails and LinkedIn social selling
• Understand current and future BI/Analytics trends/initiatives
• Effectively communicate with individuals at all levels in the organization, discussing the value of Tellius to both technical and non-technical audiences
• Work with both account executives and marketing to convert leads into qualified meetings
• Design and execute creative sales/marketing campaigns
• Cold Calling  - picking up the phone and having constructive conversations leading to quality meetings
• LinkedIn – social selling and lead generation activity
• Salesforce – manage, organize and update contacts database
• Consistently work to monthly and quarterly sales goals 

What you bring: 

• Excitement to build a new and shape the outbound team
• Professional, creative and a dynamic presence
• Grittiness, set goals and go achieve them!
• FUN! We like to have fun just as much as we like to crush numbers and work hard 
• The ability to work independently in an environment that changes rapidly (we are all remote)
• A positive attitude and a desire to build a world-class company, as well as willingness to work closely with other functions within Tellius
• Beneficial if experienced with Business Intelligence, Data Warehousing, AI or Analytics 
• Strong time management skills with the ability to handle multiple priorities
• Excellent written and verbal communication (talking to C-Suite Executives over the phone and email)
• Knowledge and understanding of Salesforce, Gong, LeadIQ, Outreach.io, Apollo or other CRM and Sales Engagement Platforms 

The hiring manager for this role is Abhishek Panigrahi.

Note: This role is only open to candidates currently residing in and authorized to work in the United States.

THE ROLE

The mission for the Solutions Engineer role is to bring technical expertise throughout the Tellius sales process. This includes engaging at the start of the sales process with technical discovery through a technical Proof of Concept through closing the deal. In addition, this role will play a key part of post-sales project delivery as needed.

Responsibilities:

• Serve as the primary client-facing technical resource during sales cycles. Eliminate technical objections and build rapport during every interaction
• Deliver in-depth technical product demos to prospects at all levels within an organization
• Design relevant POV use cases, gain mutual agreement on success criteria, and translate technical success into meaningful business case
• Design architectural overviews for existing and potential customers
• Deliver post-sales engagements successfully on time, while managing scope creep, enhancing customer relationships, and improving account health
• Research and document the offerings of competitors, and position Tellius’ differentiation in a clear and compelling manner

QUALIFICATIONS

• 3-5 years of experience in software engineering/technical pre-sales, selling Business intelligence (BI) or predictive analytics solutions 
• Experience with big data technologies, data modeling, and some knowledge of machine learning – R/Python, SQL or Spark
• World-class analytical and troubleshooting skills
• Strong communication skills and polished presentation skills 
• Degree in Computer Science, Mathematics, Statistics or related field 

PERSONAL CHARACTERISTICS

• Impeccable follow through: never drops the ball and communicates proactively when timelines need to be pushed
• Thoughtful *and* fast: Understands that speed is a competitive advantage and always strives to hit their goals 10x faster than expected.
• Data-driven: knows what metrics matter and can analyze them
• Hustles: Creative ability to get deals closed against all odds
• Customer obsessed: laser focused on providing value

Note: This role is only open to candidates currently residing in and authorized to work in the United States.

Come and be a core part of a rapidly growing startup in the Analytics / Business Intelligence domain.

Role Overview 

As the Applied AI Lead at Tellius, you will translate the advanced technical capabilities of our AI/data analytics platform into compelling marketing strategies and collateral. Your role is crucial in positioning Tellius as the leading solution for deploying AI workflows in data analytics. You will work closely with product development, customer success, and sales teams to ensure that our messaging and content effectively highlight the practical use cases of Tellius’ AI features.

Key Responsibilities

• Go-to-Market Strategy: Develop and execute go-to-market strategies for new product launches, updates, and feature enhancements, with a strong focus on AI workflows and real-world use cases.
• Technical Storytelling: Craft narratives that clearly communicate the value of Tellius’ AI-driven analytics in practical terms, tailored to various audiences including data scientists, analysts, and business decision-makers.
• Content Development: Produce technical marketing collateral such as solution briefs, whitepapers, video demos, and blog posts that showcase how Tellius enables advanced AI workflows.
• Customer Insights: Collaborate with sales, customer success, product management, and data science teams to gather customer feedback, ensuring that our messaging aligns with customer needs and highlights practical applications of AI.
• Competitive Analysis: Continuously monitor market trends and analyze competitors’ offerings to differentiate Tellius’ AI capabilities.
• Sales Enablement: Partner with sales to develop training materials, pitch decks, and objection-handling resources that effectively communicate Tellius’ value proposition in AI analytics.
• Industry Evangelism: Represent Tellius at industry events, webinars, and customer engagements, serving as both a technical expert and a marketing strategist, focusing on AI workflows and use cases.

Qualifications

• Bachelor’s degree in Computer Science, Data Science, Marketing, or a related field. Advanced degree preferred.
• 5+ years of experience in technical roles such as Solutions Engineer, Pre-Sales Engineer, Product Manager, or product marketing within the AI, data analytics, or SaaS industries, with a strong focus on AI workflows and practical applications.
• Strong technical background with hands-on familiarity with AI/ML, data platforms, or cloud-based analytics tools, particularly those that support real-time AI workflows.
• Proven ability to develop and communicate technical marketing materials that explain complex AI solutions in business terms.
• Excellent communication and presentation skills, with a track record of technical storytelling for both technical and non-technical audiences.
• Proficiency in tools like Salesforce, HubSpot, and analytics platforms; familiarity with programming languages, data visualization tools, and AI platforms is a plus.

Tellius offers very competitive compensation packages commensurate with your experience. We offer full Health Benefits, Vision, Dental, Vacation, equity, continual career & compensation growth, and many other perks.

Note: This role is only open to candidates currently residing in and authorized to work in the United States.