Commercial Account Executive

Responsibilities

• Achieve sales quotas for allocated accounts through strategic territory planning
• Own full pipeline generation via outbound prospecting, account-based outreach, and partner motions
• Act as a trusted advisor by understanding customer IT roadmaps to drive Dremio solutions
• Manage the full sales cycle from discovery and qualification to demos and closing
• Utilize Salesforce.com and Clari for sales process management and forecasting
• Maintain healthy pipeline coverage exceeding 3x coverage ratios
• Execute 3–6 month SaaS sales cycles with high deal velocity

Requirements

• 3-5 years of experience in pipeline-driven SaaS sales roles
• Proven success closing $75K–$300K ARR SaaS deals
• Experience carrying and achieving $800K+ ARR quotas
• Demonstrated ability to self-source pipeline through outbound activity
• Strong discovery, qualification, and presentation skills
• BA/BS degree

Preferred Qualifications

• Experience with consumption-based or cloud-native SaaS models
• Familiarity with lakehouses, data warehouses, analytics, AI, or modern data platforms
• Exposure to open-source ecosystems

About the Company

Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises. Based on open source technologies like Apache Iceberg and Apache Arrow, Dremio enables fast time to insight and platform flexibility for cloud, hybrid, and on-prem lakehouses.