Account Executive, Commercial (Austin)

About the company

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.

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.

Your tasks

As a Commercial Account Executive, you will be a hunter responsible for winning new logos and growing our customer base. You’ll build your own pipeline through daily outbound prospecting to Target Account lists, then own the full sales cycle from first conversation to close, including discovery, demos, executive alignment, and negotiation. You’ll show prospects how the combined Fivetran and dbt platform helps them move, transform, and trust their data.

You’ll work side by side with Solutions Engineers to run proofs of value, and with partners to generate referrals and co-sell opportunities. You’ll also help set the groundwork for how our two sales teams work together as we integrate.

• Own the full sales cycle from lead to close, including detailed discovery, product demonstrations, executive alignment, and driving positive business outcomes for your customers
• Conduct daily outbound prospecting to Target Account lists to create demand and generate consistent pipeline
• Work closely with your Solutions Engineer to organize proof-of-value and POC implementations of the combined platform
• Work closely with your partner network to generate referrals, co-sell on opportunities, and expand our use across the partner portfolio
• Execute campaigns to drive customer adoption and expand usage within your customer accounts, including identifying opportunities to introduce customers to both Fivetran and dbt
• Become an expert in our technology, market, and value proposition, including SQL, dbt, and enterprise data operations
• Forecast and articulate your opportunities on a weekly basis using the MEDDPICC and Command of the Message methodologies
• Lead and contribute to team projects that develop and refine our sales process as the two teams integrate
• Work with product and cross-functional business stakeholders to provide valuable feedback, new ideas, and input on the product roadmap
• Be an active member of the dbt open source community
• Embrace and adapt to a fast-moving environment with large amounts of change

Requirements

• 2+ years of experience in a closing technical Saas sales role, with a proven track record of meeting and exceeding revenue targets
• Experience in Business Development, which is crucial for success as an AE with us
• Ability to understand complex technical concepts and convey them in a consultative, conversational way, developing them into a consultative sale
• Excellent written, verbal, and in-person communication skills, with the ability to engage stakeholders at all levels of an analytics organization (individual developer up to CTO) and hold multiple stakeholders accountable throughout a sales cycle
• The diligence and organizational skills to work long, intricate sales cycles involving multiple client teams
• A customer-centric approach and a passion for how customers can gain value and insight from data
• Ability to operate in an ambiguous and fast-paced work environment
• A passion for being an inclusive teammate and involved member of the community
• Experience with SQL, or willingness to learn
• A willingness and ability to travel as necessary

• Familiarity with the modern data technology industry and key players
• Prior experience in analytics, ETL, BI, and/or open-source software
• Knowledge of or prior experience with dbt Labs and/or Fivetran products
• Experience selling in a partner-influenced or co-sell environment

What we offer

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.

• 100% employer-paid medical insurance *
• Generous paid time away from work, including paid vacation or flexible/unlimited vacation depending on role and country, plus paid sick time, inclusive parental leave, paid holidays, including a year-end Global Week of Rest, 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.

How to apply

1. Interview with Talent Acquisition Partner
2. Interview with Hiring Manager
3. Team Interviews with the Commercial Sales & Solutions Engineering leaders
4. Final Interview: Sales Challenge

Other

Location: Austin, TX. This is a full-time position, and candidates must be located in location and able to work in the office three days a week (Tuesday, Wednesday and Thursday).

*May vary by country and worker type - please reach out to your recruiter for more information

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.