Frontier AI Lab Account Executive

About the role

The Frontier AI Lab Account Executive position is a strategic enterprise sales role focused on driving growth within Databricks' AI Frontier Labs division. This position involves leading go-to-market strategies for Fortune 500 accounts and managing a focused set of enterprise clients. The core mission is to expand the use of the Databricks data intelligence platform by acting as a strategic advisor to senior leadership within assigned accounts. Success in this role depends on owning the end-to-end sales cycle, from initial discovery through complex deal closure. The position requires identifying and quantifying significant business problems that align with Databricks' capabilities and building high-trust relationships with key influencers and decision-makers. Candidates must be proactive in uncovering new opportunities and expanding footprint across multiple business units, operating with a high degree of ownership and accountability for pipeline and results.

Location is specified as San Francisco, California, and Seattle, Washington, with full-time engagement. The role reports to the Sr. Director of Enterprise Sales within the Enterprise Sales team.

What you'll do

This role involves challenging existing assumptions by redefining how CIOs and IT leaders view data intelligence platforms. You will interrogate current customer environments to uncover latent needs and underutilized opportunities for expansion. Key responsibilities include architecting bespoke value propositions that resonate with the specific strategic objectives of each target account and mobilizing internal subject matter experts to construct comprehensive, enterprise-grade solution designs.

You will chart the entire customer journey to identify pivotal moments that influence the procurement process and leverage first-party data and insights to prioritize accounts with the highest potential for expansion. Engineering multi-threaded engagement plans ensures consistent and compelling communication with stakeholders. Translating intricate technical differentiators into tangible financial and operational outcomes for the business is essential, as is synthesizing competitive intelligence to refine positioning and counter rival narratives effectively.

Additional duties include institutionalizing best practices by codifying successful playbooks for replication across the enterprise and orchestrating cross-functional collaboration to ensure seamless onboarding and adoption for new enterprise clients. You will monitor leading indicators to adjust strategies in real-time, ensuring pipeline health and forecast accuracy. A critical responsibility is championing the adoption of the Databricks data intelligence platform as the central nervous system for data and AI initiatives, while validating that all customer interactions and forecasting data are meticulously maintained within Salesforce. This involves documenting all customer interactions, forecasting, and purchase timelines within Salesforce as a core requirement of the position. You will translate complex technical capabilities into clear, value-based business outcomes, ensuring that the data intelligence platform is positioned as a catalyst for measurable business impact. You will execute strategic plans both internally and with your assigned accounts, aligning internal resources to address executive-level priorities.

Requirements

The basic requirements for this position include 7+ years of experience in enterprise sales with a history of exceeding quotas and a Bachelor's degree. Candidates must have a field sales background involving big data, SaaS, cloud, and consumption-based selling models, along with proven ability to navigate early-stage environments with minimal supervision. An existing professional network with decision-makers at large-scale accounts is essential.

Additional requirements include demonstrated success selling technology solutions to enterprise organizations, exceptional verbal and written communication skills tailored to executive-level audiences, and a strong analytical mindset capable of interpreting complex data to inform sales strategies. The role requires the ability to operate independently in ambiguous situations, making sound decisions with limited direct oversight. Candidates must demonstrate resilience and adaptability when managing complex, multi-threaded sales cycles involving numerous stakeholders.

Skills & tools

Required technical skills and tools include Salesforce, Apache Spark, Delta Lake, and the Data Intelligence Platform. Proficiency in these areas is necessary to effectively perform the duties of the role and engage with enterprise-level technical stakeholders. Mastery of Salesforce is critical for managing the full sales cycle, including documenting customer interactions, forecasting, and tracking purchase timelines. Knowledge of Apache Spark and Delta Lake is essential for discussing technical architectures and demonstrating the platform's capabilities to technical audiences. Deep familiarity with the Data Intelligence Platform is required to articulate how the solution drives business value and supports Fortune 500 use cases. These tools are not merely preferred but are integral to performing the responsibilities of the role effectively.

Practical notes

Candidates located in San Francisco or Seattle are encouraged to apply. This role may require access to export-controlled technology or source code, which may necessitate a U.S. government license at the discretion of the employer. Databricks provides comprehensive benefits and maintains a commitment to equal employment opportunity for all applicants.