Named Core Account Executive

About the role

Databricks is actively searching for a Digital Native Account Executive to own the complete sales lifecycle for a portfolio of high-growth, venture-backed organizations within the Bengaluru market. You will act as the primary commercial strategist, responsible for accelerating sales cycles and articulating the quantifiable value of our unified data intelligence platform to technically sophisticated buyers. This role requires you to deeply understand the unique pressures of digital-native companies and how our platform directly addresses their need for speed, scalability, and innovation. You will own the narrative of transformation, positioning Databricks as the critical infrastructure layer that allows these organizations to build AI applications and leverage data as a strategic asset. A core part of your success will be translating complex technical capabilities into clear business outcomes that resonate with founders and executive teams operating in a fast-paced environment. You will be measured on your ability to build trusted relationships, challenge conventional thinking, and guide these customers from initial exploration to long-term strategic partnership. This is a role for a self-starter who thrives on ambiguity and is empowered to make decisions that drive measurable revenue growth. Your work will directly influence the strategic direction of our key accounts and establish Databricks as the indispensable partner in their digital evolution.

Key facts

What you'll do

• Orchestrate end-to-end sales cycles for strategic digital native customers, managing every touchpoint from initial discovery to contract signing.
• Function as the primary strategic advisor, uncovering critical business problems and architecting data and AI solutions that align with the customer's long-term vision.
• Translate complex platform capabilities into compelling business narratives that clearly demonstrate ROI and accelerate executive buy-in for large-scale initiatives.
• Build and leverage a powerful executive-level network within target accounts to champion the Databricks vision and overcome organizational inertia.
• Partner with Customer Success and Implementation teams to design and deploy comprehensive account plans that ensure seamless onboarding and sustained value realization.
• Independently qualify and progress opportunities through the entire sales funnel, applying sophisticated pipeline management techniques to forecast revenue with precision.
• Proactively identify and mitigate risks within the sales process, adjusting strategies in real-time to address stakeholder concerns and remove deal obstacles.
• Conduct in-depth competitive analyses to understand the landscape and articulate the distinct advantages of the Databricks platform versus alternative solutions.
• Utilize data and insights to prioritize high-impact activities, focusing efforts on the opportunities with the highest probability of closing and largest potential value.
• Collaborate with marketing and product teams to provide critical feedback from the field, influencing product development and messaging for the digital native segment.
• Champion a culture of experimentation, encouraging creative approaches to problem-solving and rapidly testing new hypotheses to generate customer value.
• Own the financial aspects of your portfolio, ensuring deals meet strict profitability guidelines and adhere to the strategic pricing frameworks established by the company.
• Mentor junior team members and sales newcomers, sharing best practices and methodologies that drive consistent quota attainment across the organization.
• Serve as the primary point of escalation for complex customer issues, working cross-functionally to resolve challenges and maintain exceptional relationships.

Requirements

• You possess 10 to 15 years of cumulative professional sales experience, with a significant portion dedicated to enterprise technology solutions.
• You have a documented history in big data, cloud infrastructure, or SaaS sales, demonstrating an intuitive understanding of these technology domains.
• You have a proven track record of consistently exceeding sales quotas and delivering revenue results that are above organizational average.
• You are a master of value-selling methodologies, capable of articulating the economic impact and strategic return on investment for every opportunity.
• You have extensive experience navigating complex build versus buy decision-making processes within enterprise technology procurement.
• You have demonstrated success in managing the full spectrum of the customer journey, from new customer acquisition through the expansion of existing strategic accounts.
• You maintain a well-defined, creative, and data-driven prospecting motion that consistently fills your pipeline with high-quality opportunities.
• You hold expert-level communication skills, able to engage effectively with stakeholders ranging from hands-on practitioners to C-level decision makers.
• You are comfortable operating in a matrixed organization and can influence without direct authority, aligning multiple teams toward a common commercial goal.

Skills & tools

• You exhibit proficiency in selling highly technical cloud products and explaining intricate architectural concepts to non-technical audiences.
• You possess a working knowledge of open source technologies and the open-source development model, allowing you to connect with engineering leaders.
• You are highly proficient in using CRM systems to manage deal stages, forecast accuracy, and maintain meticulous records of all customer interactions.
• You leverage data analytics tools to track your performance metrics, identify trends, and refine your sales approach based on empirical evidence.
• You utilize collaboration platforms to coordinate effectively with remote teams, ensuring alignment and timely execution on all sales initiatives.

Practical notes

• Databricks may require a U.S. government license for roles involving access to export-controlled technology or source code; the company reserves the right to decline candidates based on this requirement.
• The company provides comprehensive benefits and perks tailored to the region of employment.
• Databricks is an equal opportunity employer committed to inclusive hiring practices.