Senior Account Executive II

About the role

You will own the end-to-end sales cycle for strategic accounts within the Mid-West territory, acting as the primary executive sponsor for customer relationships. This role requires you to prospect for net new accounts while simultaneously building out a robust greenfield pipeline in untapped markets. You will serve as the trusted Data Intelligence advisor, guiding customers through complex decision-making and articulating the value and vision of the Collibra platform. A core part of this position involves managing demand for expansion within existing customers to deepen footprint and drive adoption. You will navigate intricate deal cycles, aligning stakeholders and negotiating outcomes from initial engagement through close and ongoing expansion. Success in this role is measured by your ability to reliably forecast, execute against quota, and establish Collibra as the leading solution in the Data Intelligence space. You will leverage consultative methodologies to identify customer ROI and ensure outcomes align with strategic business objectives.

Key facts

What you'll do

Identify and qualify net new opportunities within the Mid-West region to build a diverse and resilient pipeline.

Manage and expand footprint within existing enterprise accounts by uncovering new use cases and driving adoption of Collibra solutions.

Orchestrate complex deal cycles from initial stakeholder mapping and discovery through negotiation, closure, and post-sale expansion.

Develop and maintain deep relationships with C-level executives and key influencers to position Collibra as a strategic partner.

Leverage data and insights to build compelling business cases that clearly demonstrate value, ROI, and risk mitigation for prospective clients.

Utilize modern sales tools and AI platforms such as Claude, Gemini, ChatGPT, and Copilot to streamline workflows and enhance customer engagement.

Collaborate internally with Customer Success, Legal, and Product teams to ensure seamless execution and alignment on customer commitments.

Maintain precise and up-to-date records in Salesforce, ensuring forecasting accuracy reflects real-time activity and pipeline health.

Represent Collibra at industry events and customer meetings to build brand awareness and reinforce the solution's market leadership.

Adapt sales playbooks and strategies based on competitive intelligence and evolving market dynamics within the territory.

Demonstrate resilience and discipline in managing a high-volume pipeline while prioritizing opportunities with the highest probability of conversion.

Act as a subject matter expert on Data Governance, Data Management, and AI domains to address sophisticated customer inquiries.

Own the end-to-end revenue generation process, ensuring metrics such as pipeline coverage and conversion rates meet or exceed established targets.

Communicate progress and roadblocks transparently to leadership to facilitate timely support and strategic adjustments.

Consistently exceed performance metrics by driving revenue growth, account penetration, and long-term customer value.

Requirements

Consistently achieved or overachieved your SaaS sales quota in previous roles.

Experience in the Data Management, Data Governance, and AI domain is required for this position.

You have originated and navigated complex, direct sales cycles involving multiple technical and business stakeholders.

You have sold net-new business and expansion opportunities to C-level buyers in large enterprise accounts.

You have managed consultative sales processes focused on delivering value-based impacts and measurable outcomes.

You possess at least 4+ years of experience in enterprise sales with a track record of consistent performance.

You demonstrate proven proficiency in leveraging AI tools to solve real-world business challenges and drive efficiency.

You hold a bachelor's degree or equivalent combination of working experience.

This position is not eligible for visa sponsorship.

You are comfortable with frequent travel to customer sites and industry events as necessary.

Practical notes

This role is full-time and not eligible for visa sponsorship.

Travel is required as part of the position, with no fixed schedule but expected as needed.

There is no specified application deadline in the source material.