Senior Enterprise Account Executive II
Job description
About the role
Collibra is seeking a Senior Enterprise Account Executive II to join their organization on a remote basis covering the East Coast USA territory. This position centers on expanding the company's enterprise customer base by identifying new opportunities and nurturing existing relationships with strategic accounts. The role demands a motivated individual who can manage complex sales cycles independently while coordinating with cross-functional teams to deliver value to prospects and customers alike. Success in this position depends on a combination of proactive outreach, consultative selling skills, and a deep understanding of the data governance market landscape.
Key facts
What you'll do
Own and actively grow a portfolio of enterprise accounts across the East Coast region through consistent strategic outreach and relationship development.
Design and implement tailored account plans that connect customer business goals with the capabilities of Collibra's data governance platform.
Work closely with marketing, product, and customer success colleagues to ensure every interaction reflects accurate and up-to-date information.
Drive the full sales cycle from initial discovery through solution design, proposal delivery, contract negotiation, and final close.
Uncover and engage multiple decision-makers and influencers within target organizations to build broad support for data governance initiatives.
Maintain detailed pipeline records and generate accurate forecasts using the company's CRM platform and sales engagement tools.
Represent Collibra at industry conferences, trade shows, and networking gatherings to build brand awareness and generate qualified opportunities.
Coordinate with sales leadership to shape territory strategy, prioritize accounts, and identify underserved markets for expansion.
Translate customer feedback and competitive intelligence into actionable insights that influence product direction and market positioning.
Guide and support newer members of the sales team by sharing best practices in account management and deal execution.
Requirements
Demonstrated history of selling enterprise software or SaaS solutions, preferably within the data management or governance space.
Several years of experience in a quota-bearing enterprise sales role with consistent achievement or exceeding of targets.
Solid grasp of data governance fundamentals including data cataloging, metadata management, and regulatory compliance considerations.
Track record of establishing trusted relationships with senior executives and business leaders in large enterprise environments.
Strong ability to work independently in a remote setting while maintaining discipline around communication and deliverables.
Bachelor degree or equivalent combination of education and professional experience in a relevant discipline.
Willingness to operate within the Eastern Time zone and travel to customer sites or internal events when necessary.
Hands-on experience with CRM systems and sales productivity tools for managing pipelines and tracking deal progress.
Nice to have
Previous employment at a company focused on data intelligence, data governance, or enterprise data management solutions.
Background in professional services or systems integration where enterprise data strategy was a core part of the work.
Familiarity with public sector or regulated industry procurement and contracting procedures for technology solutions.
An established professional network within the broader data management, analytics, or technology community that can support business development.
Skills & tools
Proficiency in enterprise sales methodologies and consultative selling approaches suited to complex, multi-threaded B2B deals.
Experience with territory planning and account segmentation to create structured and predictable pipeline growth.
Working knowledge of Salesforce or comparable CRM systems for opportunity tracking, forecasting, and customer relationship management.
Strong written and verbal communication abilities for presenting value propositions to technical and executive audiences.
Skilled in negotiation and deal structuring to navigate competing priorities among multiple internal and external stakeholders.
Understanding of data governance concepts, data catalog functionality, and metadata management as they relate to enterprise software sales.
Practical notes
This is a remote position situated within the East Coast USA region, so candidates need a reliable home office setup.
Regular collaboration with team members requires availability during Eastern Time business hours for meetings and syncs.
Periodic travel to customer offices, partner locations, or company events may be part of the role expectations.
The interview process typically involves several rounds including conversations with sales leadership and cross-functional stakeholders.