Enterprise Hunter Account Executive, State and Local

About the role

The Enterprise Hunter Account Executive, State and Local role at Databricks is a position designed for experienced sales professionals who own a dedicated geographic territory within state and local government agencies in the Southeast United States. You will be responsible for originating, advancing, and closing complex enterprise deals within government agencies that operate under statutory procurement frameworks, multi-layered buying committees, and extended decision timelines. Success in this role is not primarily a function of relationship volume or activity count; it is a result of deep domain fluency, process-aware strategy, and the ability to navigate institutional complexity over extended periods of time. You will operate as a trusted peer to career government leaders, not as a vendor waiting to be pulled forward. You must know how to sell innovation and change through the art of the possible and can guide deals forward to compress decision cycles. This role involves managing complex sales cycles and presenting to C-level executives while closing net new accounts. Along with the chance to close exciting deals, Databricks offers accelerators above 100% quota attainment.

What you'll do

Track all customer details including use case, purchase time frames, next steps, and forecasting in Salesforce while using a solution-based approach to selling and creating value for customers. Promote the Databricks Data Intelligence Platform, leveraging open-source technologies including Apache Spark™, Delta Lake, and MLflow to drive data and AI transformation within government agencies. Identify and close quick, small wins while managing longer, complex sales cycles to exceed activity, pipeline, and revenue targets. Close net new accounts by navigating multi-stakeholder buying committees and aligning competing priorities within statutory procurement frameworks. Manage complex sales-cycles and present to C-level executives such as Commissioners, Secretaries, CFOs, and Program Leaders with strong executive presence. Prioritize strategic opportunities and apply appropriate opportunity management techniques to move deals efficiently through the pipeline. Use consultative discovery to uncover high-value public sector use cases and translate citizen outcomes into a compelling data and AI vision. Build out greenfield public sector territories by demonstrating a proven ability to thrive in a fast-paced, high-growth environment and engage career government leaders as trusted peers.

Requirements

Demonstrated ability to thrive in a fast-paced, high-growth environment and build out greenfield public sector territories from the ground up. 5+ years of field sales experience, with a minimum of 3 years selling specifically to state and/or local government accounts in a regulated environment. Demonstrated track record of closing deals in a regulated procurement environment where multi-layered buying committees and extended decision timelines are the norm. Proven ability to navigate multi-stakeholder buying committees and align competing priorities across executive, operational, and technical stakeholders. Strong executive presence and the ability to engage credibly with Commissioners, Secretary-level leaders, CFOs, CIOs, and Program Leaders at every stage of the deal. Strong track record of delivering measurable business value to customers through outcomes-focused selling and solution-driven conversations. Background in big data, cloud, AI/ML or SaaS sales, ideally selling data and analytics platforms to government agencies and understanding public sector procurement constraints. Bachelor's degree is required as a foundational credential for this enterprise sales role.

Pay Range Transparency

Databricks is committed to fair and equitable compensation practices. The pay range for this role is listed below and represents the expected base salary range. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in, visit our page [here](https://www.databricks.com/sites/default/files/2024-08/us-pay-zone-mapping.pdf).

Zone 1 Pay Range

$220,100 - $302,600 USD

Zone 2 Pay Range

$220,100 - $302,600 USD

Practical notes

Engagement

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