Account Executive, Enterprise

About the role

This position is centered on the expansion of Fivetran's footprint within large-scale corporate environments. The successful candidate will be entrusted with the responsibility of forging strategic relationships and driving significant revenue growth by deeply comprehending intricate business challenges. You will demonstrate how the Fivetran data platform effectively resolves these complex issues and delivers tangible value. A core part of this role involves owning the end-to-end sales process for enterprise clients, ensuring alignment between customer needs and platform capabilities. You will act as a key liaison, connecting customer requirements with the technical strengths of the Fivetran solution. Success in this position will be defined by your ability to build trust with executive stakeholders and guide them through a transformative data journey. Ultimately, this role is pivotal in establishing Fivetran as the foundational data integration layer for major organizations.

Key facts

What you'll do

• Architect and implement strategic sales methodologies designed to penetrate large enterprise accounts and secure new revenue streams.
• Forge and maintain influential relationships with C-level executives and key decision-makers, positioning Fivetran as a critical strategic partner.
• Conduct in-depth discovery sessions to uncover latent data integration pain points and map them to the specific capabilities of the Fivetran platform.
• Translate complex technical data concepts into clear business narratives that highlight ROI, efficiency gains, and risk mitigation for the enterprise buyer.
• Serve as the central point of collaboration between internal stakeholders, including sales engineering and customer success teams, to guarantee seamless implementation.
• Oversee the complete sales lifecycle, from initial prospect identification and rigorous qualification through negotiation, contracting, and final deal closure.
• Proactively identify cross-sell and upsell opportunities within existing customer portfolios to maximize the lifetime value of each account.
• Utilize advanced competitive intelligence to differentiate Fivetran's offering and counter alternative solutions during the evaluation process.
• Manage a comprehensive pipeline of enterprise opportunities, providing accurate forecasts and transparent reporting to leadership.
• Champion the adoption of Fivetran best practices to ensure customers derive maximum value and achieve successful long-term adoption.
• Analyze market trends and competitor movements within the enterprise data space to refine sales strategies and messaging.
• Represent Fivetran at key industry conferences and high-profile events to strengthen brand presence and generate new qualified leads.

Requirements

• Possess a minimum of 5 years of cumulative experience in enterprise software sales, with a demonstrated focus on data infrastructure, SaaS, or adjacent technology sectors.
• Provide a proven history of consistently meeting or surpassing established sales quotas in a highly competitive and dynamic market environment.
• Hold a Bachelor's degree conferred by an accredited institution in a relevant field such as Business, Marketing, Computer Science, or a closely related discipline.
• Exhibit a deep understanding of the complexities involved in selling sophisticated technology solutions to large organizations.
• Show a documented record of building and sustaining long-term relationships with executive-level stakeholders.
• Demonstrate the ability to operate effectively in a fast-paced, target-driven environment with minimal direct supervision.
• Have a strong command of verbal and written communication skills, capable of conveying intricate technical details to non-technical audiences.
• Be comfortable with frequent international travel, including air travel to various destinations for client engagements and industry conferences.
• Understand the significance of data governance, security, and compliance in the context of enterprise data management decisions.
• Be prepared to undergo background checks and reference verifications as part of the standard hiring process for enterprise roles.

Nice to have

• Bring prior experience selling Fivetran products or comparable data integration and replication platforms to market.
• Show familiarity with major cloud data warehouses, including Snowflake, Google BigQuery, and Amazon Redshift, and their specific ecosystem integrations.
• Possess a working knowledge of data modeling, schema design, and the principles of database management systems.
• Have experience navigating complex, multi-threaded sales committees where multiple influencers and stakeholders are involved.
• Understand the technical nuances of Extract, Transform, and Load (ETL) versus Extract, Load, and Transform (ELT) methodologies.
• Be familiar with data lake architectures and the challenges of integrating structured and unstructured data sources.
• Hold certifications related to data platforms, cloud providers, or enterprise software sales methodologies.
• Have a history of working within a matrixed organizational structure where collaboration across regions and functions is essential.
• Demonstrate an understanding of the financial aspects of software sales, including contract value, negotiation terms, and pricing models.
• Be experienced in managing multi-year enterprise contracts and navigating complex legal and procurement processes.

Practical notes

Travel may be required for client meetings and industry events.

Visa sponsorship is not available for this position.