Enterprise Account Executive - West

| Greater Boston Area | Remote
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About Starburst
Starburst is the analytics engine for all your data. We provide the fastest, most efficient analytics engine for your data warehouse, data lake, or data mesh. We're on a mission to free our customers to see the invisible and achieve the impossible. We unlock the value of distributed data by making it fast and easy to access, no matter where it lives. Starburst queries data across any database, making it instantly actionable for data-driven organizations. With Starburst, teams can lower the total cost of their infrastructure and analytics investments, prevent vendor lock-in, and use the existing tools that work for their business. Today more than 150 leading organizations trust us to make better decisions faster.
Though Starburst has achieved a unicorn status and raised $414M in venture funding from top investors, we were founded in a rather unusual way with customers and revenue from the very beginning! We operate globally in 10 countries and are proud to be named a Best Place to Work. Come join our team of All-Stars!
About the role
The Enterprise Account Executive at Starburst is a quota carrying, enterprise software sales position responsible for meeting and exceeding goals through generating and closing new opportunities while increasing awareness of Starburst in the marketplace. We are looking for motivated, focused, and coachable sales professionals with experience across the full spectrum of the software sales cycle - prospecting, defining, and articulating value proposition, pilot process management, business case development, negotiation, and closing.
Responsibilities:

    • Drive new business opportunities for selling Starburst software and services engagements within assigned territory
    • Develop and implement a sales strategy against assigned territory and/or targeted list of customers
    • Develop a deep understanding of, and effectively articulate, the Starburst offering and value proposition in the market
    • Constantly focused on pipeline generation within the territory to ensure long term success
    • Interact with and leverage the Channel and Alliance partner community to find new opportunities and drive existing deals to close
    • Manage opportunities through the sales cycle from initial inquiry to forecasted pipeline to deal design and close
    • Meet quarterly and annual revenue objectives for your territory
    • Provide continuous updates on all active accounts and report on sales, activities, status, and progress on a regular basis (via CRM, webex or in-person)
    • Maintain a high level of customer satisfaction and reference-ability
    • Travel for client visits and presentations


Requirements:

    • 5+ years of progressive SaaS software sales experience to companies
    • Track record of success in closing business in large complex enterprise accounts
    • Excellent negotiation, analytical, financial, and organizational capabilities. Able to thrive in an evolving, entrepreneurial structure and environment
    • Outstanding verbal and written communication skills
    • Ability to work at both a tactical and strategic level
    • Must possess a can-do, self-starter mentality in a highly collaborative atmosphere
    • Have experience working in high growth early-stage companies


Preferred Experience:

    • Data analytics software
    • Business intelligence software
    • Database/data warehousing platforms


Benefits
At Starburst, we're constantly striving towards building a place where people come first by creating an environment of transparency, honesty, and respect. We take care of our global workforce by making sure employees enjoy competitive salaries and attractive stock grants, remote-friendly work options, access to quality and affordable insurance, and flexible and generous paid time off to start a family, travel, or just relax!
Headquartered in Boston, MA with offices in Warsaw, London, Palo Alto and Tel Aviv and employees across Europe and the Americas, we are committed to hiring where the talent is.
Starburst provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
#BI-Remote #LI-Remote

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
  • People Operations
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • SqlLanguages
    • TypeScriptLanguages
    • ReactLibraries
    • HadoopFrameworks
    • SparkFrameworks
    • Trino (formerly PrestoSQL)Databases
    • ConfluenceManagement
    • Google DriveManagement
    • Google DocsManagement
    • Google SlidesManagement
    • JIRAManagement
    • WordpressCMS
    • Chorus.AICRM
    • DocuSignCRM
    • HubSpotCRM
    • LinkedIn SalesNavigatorCRM
    • OutreachCRM
    • SalesforceCRM
    • Gmail Email
    • MarketoLead Gen
    • SlackCollaboration
    • ZoomCollaboration
    • ConfluenceCollaboration

Location

We are headquartered in Boston, one of the top cities for tech startups, but we’re truly remote-friendly and are hiring globally! Some of our other office hubs include Austin, London, Warsaw, Tel Aviv, and Singapore.

An Insider's view of Starburst

How would you describe the company’s work-life balance?

Starburst's remote-first approach puts employees in control of their work-life balance. Employees are encouraged to work from the location that best suits their needs and lifestyles. Starburst offers unlimited PTO to all staff, regardless of location. Everyone is encouraged to use their vacation time to recharge, travel, and spend time with family.

Keavy

Senior Director of Security

What does your typical day look like?

Starburst’s technology shifts the paradigm of conventional data access, enabling companies to achieve great outcomes in a faster, smarter way than they even know to be possible. As an AE, we spend our days exploring these future paths with customers and share our point of view as a tech company to help orgs see the benefits of that paradigm shift.

Katherine

Enterprise Account Executive

How has your career grown since starting at the company?

When I joined Starburst was a Series A company and headed into a global pandemic, allowing me to progress my career quickly. I made impactful decisions & saw immediate results. Starburst is a company that appreciates employees who take calculated risks & are accountable for those decisions, enabling me to continue to thrive, take chances & learn.

Mandy

Senior Director, Events & Field Marketing

How do your team's ideas influence the company's direction?

GTM orgs play a pivotal role in shaping strategy by understanding changing customer needs and steering product, marketing and company positioning towards differentiation and market demands. The team’s observations and ideas help accelerate discussions about the company’s direction, partnerships, or acquisitions that align with growth objectives.

Javier

Chief Revenue Officer

How do you empower your team to be more creative?

We’re a startup, growing more than 50% YOY. Every single one of our team members has the opportunity to improve new ways of thinking to impact our success. I strive to lead a team of builders that have the space and support to run. We empower every team member to own their worlds and drive results through innovation, improvement, or efficiency.

Megan

Chief People Officer

What are Starburst Perks + Benefits

Starburst Benefits Overview

At Starburst, we aim to provide comprehensive and impactful benefits that empower our employees and their family members to lead healthier and happier lives.

We take care of our global workforce by:

-Ensuring employees and their families have access to quality and affordable health insurance
-Providing flexible and generous paid time off policies to start a family, travel, or just relax
-Fostering financial wellness for our employees through retirement plans, equity compensation, and disability & life insurance
-Creating an environment of transparency, honesty, and respect

Culture
Partners with nonprofits
Starburst partners with Resilient Coders and YUPRO.
Open door policy
OKR operational model
Team based strategic planning
Pair programming
Open office floor plan
Employee resource groups
Employee-led culture committees
Quarterly engagement surveys
In-person revenue kickoff
President's club
Employee awards
Flexible work schedule
Remote work program
Diversity
Documented equal pay policy
Highly diverse management team
Mandated unconscious bias training
Ethena is a compliance training platform used at Starburst. Ethena’s DEI course gives learners the fundamentals they need to have informed and productive conversations about DEI in the workplace.
Diversity manifesto
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Wellness programs
Team workouts
Virtual Yoga Sessions
Mental health benefits
Financial & Retirement
401(K)
Company equity
Charitable contribution matching
Child Care & Parental Leave Benefits
Generous parental leave
Family medical leave
Return-to-work program post parental leave
Vacation & Time Off Benefits
Unlimited vacation policy
Generous PTO
Paid holidays
Paid sick days
Flexible time off
Bereavement leave benefits
Office Perks
Company-sponsored outings
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Onsite office parking
Mother's room
Onsite gym
Professional Development Benefits
Job training & conferences
Lunch and learns
Promote from within
Mentorship program
Continuing education available during work hours
Customized development tracks

Additional Perks + Benefits

When we say our people come first, we mean it.

We take care of our global workforce by:

Making sure employees have access to quality and affordable insurance;
Providing flexible and generous paid time off policies to start a family, travel, or just relax;
Creating an environment of transparency, honesty, and respect.

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