Majors Sales Director

About the role

This role is centered on owning the end-to-end sales cycle for a critical segment of Fivetran's largest customers. You will be accountable for generating substantial, predictable revenue from new business and expansion within enterprise accounts. The position requires a leader who can translate complex data infrastructure value into clear executive narratives for C-level buyers. You will own the strategic direction of the Majors Sales team and be measured on both team development and top-line results. This is a leadership position that demands comfort operating at the highest levels of corporate decision-making. The successful candidate will build the foundation for long-term customer partnerships that drive mutual growth. You will be instrumental in reinforcing Fivetran's position as a market leader in the data integration space. Ultimately, this role is about scaling revenue while maintaining the highest standards of customer trust and execution.

Key facts

What you'll do

• Orchestrate the strategic selling motion for flagship enterprise accounts, aligning resources to close complex, multi-stakeholder deals.
• Architect and own comprehensive account plans that map stakeholder needs to Fivetran's full suite of data integration capabilities.
• Lead the discovery and qualification process to uncover high-value business problems and position solution-led outcomes.
• Drive the negotiation and execution of large-scale contracts, ensuring terms align with company objectives and long-term partnership goals.
• Analyze pipeline health and forecast accuracy to provide leadership with reliable revenue insights for strategic planning.
• Partner with Product and Engineering teams to synthesize customer feedback and influence the future roadmap of the platform.
• Champion the adoption of Fivetran's data integration and observability tools within customer environments to fuel expansion.
• Collaborate with Customer Success to ensure seamless onboarding and ongoing value realization, directly impacting retention and renewals.
• Mentor and develop account executives, instilling best practices in enterprise selling and consultative sales techniques.
• Leverage data and analytics to identify new vertical and use case opportunities that expand the addressable market for the Majors segment.
• Represent Fivetran at industry conferences and executive briefings to articulate the vision and strengthen brand authority.
• Build and maintain a robust pipeline of qualified opportunities that ensures sustained growth against aggressive revenue targets.

Requirements

• Possess a minimum of 8 years of cumulative experience in enterprise software sales, with a demonstrated focus on data infrastructure, data integration, or closely related fields.
• Hold a Bachelor's degree in Business, Marketing, or a closely related discipline from an accredited institution.
• Have a proven history of successfully managing, coaching, and growing a sales team to or beyond established quotas.
• Show a consistent, demonstrable track record of meeting or exceeding demanding sales quotas over multiple fiscal periods.
• Exhibit a deep understanding of the sales cycle for complex enterprise deals, including stakeholder mapping and executive-level engagement.
• Bring experience in negotiating and closing large contracts that involve multi-year terms and significant financial commitments.
• Display strong analytical skills, with the ability to interpret sales data, forecast accurately, and drive decisions based on insights.
• Must be legally authorized to work in the United States without the need for work authorization sponsorship, as visa sponsorship is not available for this position.

Nice to have

• Direct experience selling Fivetran products or competing data integration and ETL solutions in a prior role.
• Hands-on familiarity with the dbt Core ecosystem and how data transformation tools integrate with modern data stacks.
• Prior success selling to customers within the technology or data-centric verticals.
• Understanding of cloud data platforms and the challenges organizations face in moving data efficiently.
• Experience with consultative sales methodologies such as MEDDICC or similar frameworks for complex deals.
• Track record of building strong relationships with technical and business stakeholders within customer organizations.

Practical notes

• This is a full-time position based in Remote, California, United States.
• Visa sponsorship is explicitly not available for this role, and candidates must meet work authorization requirements.
• Travel expectations will be defined and discussed during the interview process, as the role requires engagement with enterprise stakeholders.
• The successful candidate will have access to a comprehensive benefits package as part of their total compensation.
• Applicants are required to submit their materials exclusively through the official Fivetran careers portal to be considered.
• The position is part of the Majors Sales organization, which plays a pivotal role in the company's growth strategy.
• Compensation details are not provided in this source document and should be confirmed through official Fivetran recruitment channels.
• This role demands a high level of ownership, and the selected individual will have significant influence on the direction of customer relationships.
• The ability to operate independently with minimal supervision is essential for success in this remote environment.
• The position requires a proactive approach to problem-solving and a commitment to upholding Fivetran's reputation for excellence.
• Final job details, including specific compensation figures, are subject to change and will be communicated during the hiring process.