Enterprise Sales Director
Job Description
From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.
About Us
Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.
As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact. During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.
About the role
dbt Labs + FiveTran are looking for an enterprise account executive to own and grow a territory of strategic accounts across Southern California. You'll carry a quota selling the dbt platform into complex, multi-stakeholder enterprise organizations — from initial pipeline generation through negotiation and close, and into expansion.
This is a full-cycle enterprise sales role. You'll partner closely with solutions architects, customer success, and the broader Americas Enterprise team to build trust with technical and business buyers alike, and to position dbt as the standard for how enterprise data teams build, test, and ship analytics code.
What you'll do
- Own a named or geo-based book of enterprise accounts in the Southwest, building and executing account plans across net-new and existing customers
- Run a disciplined, multi-threaded sales process with economic buyers, technical champions, and executive sponsors (e.g., CDAO, VP Data, Head of Analytics Engineering)
- Build and defend an accurate pipeline; forecast with rigor
- Lead technical evaluations and business value conversations in partnership with solutions architects, translating platform capabilities into a customer's specific data stack and business outcomes
- Negotiate and close multi-year enterprise agreements, including consumption-based and ramped deal structures
- Partner with customer success and services teams to ensure a strong onboarding experience and expansion motion post-close
- Represent the voice of the customer internally, feeding market and competitive insight back to product and marketing
What we're looking for
- 5+ years of closing experience in enterprise software sales, ideally in data, analytics, or infrastructure
- A track record of consistent quota overattainment selling complex, technical products into enterprise accounts ($500K+ ACV deals)
- Experience navigating long sales cycles with multiple stakeholders, including technical practitioners and C-level economic buyers
- Comfort with modern data stack concepts (data warehousing, ELT/ETL, analytics engineering); prior experience selling into or around Snowflake, Databricks, or similar platforms is a plus
- Based in or near the Southern California territory, with willingness to travel to customer sites as needed
- A collaborative, direct communication style — you build trust fast with both technical champions and executive sponsors
Nice to have
- Existing relationships or account history in the Southern California enterprise data ecosystem
- Experience selling ELA (enterprise license agreement) or consumption-commit deal structures
- Familiarity with dbt Core or the broader analytics engineering workflow
This position qualifies for Fivetran’s incentive plan, and it’s common for employees in this role to achieve the total on-target earnings.
As part of our commitment to setting new hires up for success, all new sales team members attend a one-week, in-person Revenue Bootcamp during their second week at Fivetran. This bootcamp, held at one of our designated company locations, requires travel and is a mandatory part of the onboarding process.
#LI-REMOTE
The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process.
Perks and Benefits
- 100% employer-paid medical insurance*
- Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
- RSU stock grants*
- Professional development and training opportunities
- Company virtual happy hours, free food, and fun team-building activities
- Monthly cell phone stipend
- Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.
*May vary by country and worker type - please reach out to your recruiter for more information
Click here to learn more about Fivetran's Benefits by Region.
We’re honored to be valued at over $5.6 billion, but more importantly, we’re proud of our core values of Get Stuck In, Do the Right Thing, and One Team, One Dream. Read about us in Forbes.
Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.
To learn more about Fivetran’s culture and what it’s like to be part of the team, click here and enjoy our video.
To learn more about our candidate privacy policy, you can read our statement here.
We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this form. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.
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Job Details
- Category
- Sales & Marketing
- Employment Type
- Full Time
- Location
- Remote, California, United States, AMER (Remote)
- Posted
- Compensation
- $137,048 - $171,310 per year
About Fivetran
Fivetran, the global leader in data movement, helps customers use their data to power everything from AI applications and ML models, to predictive analytics and operational workloads. The Fivetran platform reliably and securely centralizes data from hundreds of SaaS applications and databases into any cloud destination – whether deployed on-premises, in the cloud or in a hybrid environment. Thousands of global brands, including Autodesk, Condé Nast, JetBlue and Morgan Stanley, trust Fivetran to move their most valuable data assets to fuel analytics, drive operational efficiencies and power innovation.
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