Enterprise Core Account Executive, Public Sector

About the role

You will own the strategic sale of Databricks data and AI platform into Canada's public sector, driving adoption across central ministries, local governments, and public institutions in Western Canada. You will lead the full sales cycle from initial stakeholder mapping to executive negotiation and expansion, ensuring deals align with public sector priorities and digital government initiatives. You will build and maintain deep executive relationships, positioning Databricks as the foundational platform for modern, secure, and scalable data and AI transformation. You will proactively identify high-impact public sector use cases for AI and data, translating citizen outcomes and mission value into compelling business cases for decision-makers. You will orchestrate cross-functional internal teams and a network of SI, cloud, and consulting partners to design, sell, and support comprehensive solutions. You will leverage your expertise in public sector procurement and compliance to navigate complex tender and evaluation processes successfully. You will feed market feedback and emerging AI use cases into product and go-to-market strategies to influence roadmap direction for public sector offerings.

Key facts

What you'll do

Develop and execute a territory account plan that prioritizes high-value public sector ministries and agencies while aligning with national digital government objectives.

Own and exceed revenue targets by winning new public sector customers in Western Canada, including central ministries, local governments, government agencies, and public institutions.

Champion a solution-based, value-selling approach that clearly links Databricks to measurable outcomes for public services, citizens, and operational efficiency.

Orchestrate Databricks internal teams and an ecosystem of SI, cloud, and consulting partners to run coherent sales motions and ensure successful customer outcomes from pilot to scale.

Plan, document, and drive the expansion of Databricks usage within newly landed accounts, turning initial proof-of-concept projects into broad, high-impact data and AI platform deployments.

Proactively identify new AI and data use cases within government operations and translate these insights into inputs for Japan's public sector go-to-market strategy and product direction.

Navigate complex public sector stakeholder ecosystems, building consensus across multiple departments, budget owners, and decision and approval layers with structured account planning.

Utilize deep knowledge of Canadian government procurement, including budget formulation cycles, tender and RFP processes, evaluation criteria, and relevant compliance and security frameworks.

Apply structured sales methodologies such as MEDDPICC, Command of the Message, and value-based selling to win complex, multi-stakeholder deals in a regulated environment.

Requirements

Bring 7 or more years of SaaS, cloud, AI, or big data sales experience in Public Sector, with a proven track record of driving adoption of new technologies through a consultative, solutions-oriented approach.

Demonstrate the ability to navigate complex public sector stakeholder ecosystems, building alignment and consensus across multiple departments, budget owners, and decision and approval layers.

Show deep understanding of public sector priorities in Canada, including typical buying processes, buying cycles, decision-making structures, and the broader ecosystem of partners supporting government projects.

Possess extensive experience with Canadian government procurement, including familiarity with budget formulation and execution, tender and RFP processes, evaluation criteria, and relevant compliance and security frameworks.

Highlight a strong background in selling usage-based PaaS or SaaS solutions, or data, AI, and ML solutions, which is highly preferred for this role.

Apply solid experience with structured sales methodologies and processes, including account planning, MEDDPICC, value selling, and Command of the Message to manage complex, multi-stakeholder deals.

Prove a documented track record of creating strong customer champions and leading collaborative internal and external teams to support implementation and expansion within strategic public sector accounts.

Clearly understand how to build a focused partner strategy for the public sector and effectively manage SI, cloud, and consulting partners to jointly win and deliver large, impactful projects.

Practical notes

This role operates within a dynamic, regulated environment where public sector clients expect data sovereignty, security, and measurable impact from technology investments. You will work closely with legal, compliance, and technical teams to ensure all proposals and contracts meet government standards. Success in this position requires resilience, adaptability, and a genuine commitment to public service outcomes. You will frequently translate technical platform capabilities into citizen-centric benefits, aligning Databricks with priorities such as open data, transparency, and digital inclusion. The role demands frequent interaction with stakeholders at executive and operational levels, requiring strong presentation, negotiation, and consensus-building skills. You will manage a full pipeline of opportunities, forecast accurately, and provide transparent reporting to leadership. Collaboration with partners will focus on co-selling, solution design, and joint customer engagements that demonstrate platform value. You will maintain a deep pipeline of opportunities, qualify leads using public sector-specific criteria, and ensure smooth handoffs to delivery and customer success teams. The position may require travel within Western Canada and participation in industry events, conferences, and community engagements to represent Databricks and build public sector awareness. You will use Databricks tools daily to demonstrate platform value, leverage data and AI for forecasting, and articulate platform differentiators based on real-world outcomes. This role reports into the Public Sector leadership for Canada and works across regional offices, requiring alignment with corporate sales processes, enablement content, and partner programs.