Enterprise Account Executive - East

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.