Commercial Account Executive - East

Dremio•Philadelphia, PA

2d•Remote

About The Position

Be Part of Building the Future Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises, including Maersk, Amazon, Regeneron, NetApp, and S&P Global. Customers rely on Dremio for cloud, hybrid, and on-prem lakehouses to power their data mesh, data warehouse migration, data virtualization, and unified data access use cases. Based on open source technologies, including Apache Iceberg and Apache Arrow, Dremio provides an open lakehouse architecture enabling the fastest time to insight and platform flexibility at a fraction of the cost. Learn more at www.dremio.com. About the role As a Commercial Account Executive at Dremio, you will be 100% focused on selling Next Gen Dremio Cloud (SaaS) to commercial customers (sub-4,000 employees). This is a pipeline-driven, outbound-oriented SaaS sales role. While inbound interest and marketing support exist, success in this role requires consistent self-sourced pipeline generation through outbound prospecting, targeted account outreach, and partner-led motions. Commercial AEs at Dremio own the full sales cycle—from pipeline creation through close—and are expected to operate with urgency, discipline, and accountability.

Requirements

3-5 years of experience in pipeline-driven SaaS sales roles, managing and closing your own deals
Demonstrated ability to self-source pipeline consistently, not rely solely on inbound leads
Proven success closing $75K–$300K ARR SaaS deals
Experience in carrying and achieving $800K+ Annual Recurring Revenue (ARR) quotas
Strong outbound prospecting, discovery, and qualification skills
High-activity, high-ownership mindset with strong execution discipline
Ability to thrive in a fast-paced, high-growth environment with high energy/positive attitude
Excellent verbal and written communication, presentation, and relationship management skills
BA/BS required

Nice To Haves

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

Responsibilities

Achieve sales quotas for allocated accounts on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional territory plan.
Own pipeline generation through outbound prospecting, account-based outreach, partner motions, and targeted campaigns
Actively build and manage account plans for your customer accounts
Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Dremio solution.
Embrace AI sales tools to drive prospecting and customer strategies for success.
Develop Points of View (POV) for customer engagement
Prospect qualification and the development of new sales opportunities and ongoing revenue streams.
Arrange and conduct Executive and CxO discussions and events.
Sales process management and opportunity closure with Salesforce.com and Clari.
Ongoing account management to ensure customer satisfaction and drive additional revenue streams.
Be familiar with solution-based selling, have experience managing a complex sales process and possess excellent presentation, listening, organization, and contact management skills.
Sell Next Gen Dremio Cloud (SaaS) exclusively to commercial customers
Maintain healthy pipeline coverage through consistent outbound activity driving to exceed 3x coverage ratios
Execute 3–6 month SaaS sales cycles with strong deal velocity
Lead structured discovery, qualification, demos, and close processes
Partner with Solutions Architects as needed to support technical validation while maintaining momentum
Accurately manage pipeline, forecasting, and CRM hygiene