Starburst, the Open Hybrid Lakehouse, is the leading end-to-end data platform to securely access, analyze, and share data for analytics and Al across hybrid, on-premises, and multi-cloud environments. As the leaders in Trino, a modern open-source SQL engine, Starburst empowers over 250+ of the most data-driven companies to democratize data access, enhance analytics performance, and improve architecture optionality.
Starburst has raised over $400M in venture funding from top investors, with a unique start as a bootstrapped business with revenue-driving demand from the start. We are a remote-friendly company with employees all across the globe and are proud to be named a Best Place to Work. Come join our team of All-Stars and be a part of this incredible journey!
About the role
Starburst Data is seeking driven Mid-Market Account Executives (MM AE) to accelerate our growth within the mid-market segment (companies with under $2 billion in revenue). As an MM AE, you will be a key player in driving new customer acquisition and expanding our footprint within existing accounts. You will be responsible for full-cycle sales, from initial outreach to closing deals, with a focus on our Ideal Customer Profile (ICP). This role requires a strong understanding of the data landscape and the ability to articulate the value of Starburst's solution.
This role offers a unique opportunity to join a high-growth company at the forefront of Data & AI initiatives. If you are a results-oriented sales professional with a passion for data and a proven track record of success, we encourage you to apply.
As a Mid-Market Account Executive at Starburst you will:
- Drive Revenue Growth: Achieve quarterly and annual sales targets by effectively managing your pipeline and closing deals.
- Manage Inbound & Drive Outbound: Manage inbound leads (website, forms, MQLs) and proactively develop outbound campaigns to target commercial prospects. Guide potential customers through the product exploration process.
- Increase Product Adoption & Retention: Drive product adoption and retention within existing accounts by identifying new use cases, addressing onboarding challenges, and promoting feature adoption.
- Strategic Customer Advisor: Serve as a trusted advisor to customers, understanding their business objectives and aligning Starburst solutions to meet their growth initiatives.
- Build Strong Relationships: Cultivate and expand relationships within customer accounts to strengthen partnerships and create long-term value.
- Full Sales Cycle Ownership: Manage the entire sales cycle, from prospecting and qualification to negotiation and close, consistently winning new logos.
- Accurate Forecasting & Collaboration: Accurately forecast sales activity, communicate effectively with internal stakeholders, and collaborate seamlessly with cross-functional teams, including Solution Architects, Product, Sales Development and management.
- Data-Driven Approach: Leverage data and tools such as Starburst, Salesforce, and Tableau to track progress, analyze performance, and optimize sales strategies.
Some of the things we look for:
- Proven Closer: You consistently exceed quotas and have a track record of closing deals, ideally in data infrastructure, analytics, or software.
- Strategic Account Planner: You develop and execute effective account plans to drive sales.
- Technically Adept & Executive-Focused: You thrive in fast-paced technical environments and confidently sell to C-level executives and across business units.
- Collaborative & Driven: You're gritty, humble, curious, and optimistic, contributing to a positive team environment.
- Education: You have a college degree or equivalent experience.
Where could this role be based?
- Boston, MA
Starburst is dedicated to maintaining fair and equitable compensation practices. The salary range provided for this role reflects the minimum and maximum targets for candidates across all U.S. locations and could be inclusive of variable compensation, such as commission or bonus. All employees receive equity packages (ISOs) and have access to a comprehensive benefits offering. Actual compensation packages are determined based on relevant skills, experience, education and training, and specific work location. For more information, connect with the recruiting team or Hiring Manager during the process as they can provide more detailed information about the salary range.
Pay Range
$170,000—$200,000 USD
All-Stars have the opportunity and freedom to realize their true potential. By building alongside top talent, we’re empowered to take ownership of our careers and drive meaningful change. Anchored in industry-proven technology and unprecedented success, All-Stars are taking on the challenge everyday to disrupt our industry – and the future.
Our global workforce is supported by a competitive Total Rewards program that reflects our commitment to a rewarding and supportive work environment. This includes a variety of benefits like competitive pay, attractive stock grants, flexible paid time off, and more.
We are committed to fostering an intentional, inclusive, and diverse culture that drives deep engagement, authentic belonging, and an exceptional All-Star experience. We believe that diversity of thought, perspective, background and experience will enable us to own what we do, drive our success and empower our All-Stars to show up authentically.
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.
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