Database Enterprise Account Executive

SolarWinds • Austin, TX

2d

About The Position

The Enterprise Account Manager (EAM) in the Database Business Unit is responsible for accelerating growth and retention across SolarWinds’ largest and most complex database accounts. The role expands underpenetrated accounts and breaks into new enterprise logos, focusing on high-value database performance solutions such as SQL Sentry and Database Performance Analyzer.

The EAM manages multi-stakeholder sales cycles, navigates complex organizational hierarchies, and builds long-term executive relationships. Acting as the “CEO of your territory,” the EAM coordinates internal resources, technical experts, and channel partners to address large-scale data challenges and secure multi-year commitments. The role may require travel of up to 25–40% for customer meetings, technical workshops, and industry trade shows.

Requirements

• Proven track record managing six-figure and seven-figure sales cycles within large, global organizations.
• Deep understanding of the database landscape, including SQL Server, Oracle, Azure, and AWS, and the technical challenges of managing data at scale.
• Extensive experience working with major IT resellers and distributors, including understanding deal registration, co-marketing, and partner-led fulfillment.
• Ability to present complex technical solutions as high-level business value propositions.
• Ability to manage a deal team—including Sales Engineers, Legal, and Finance—and navigate complex legal and procurement hurdles.
• High degree of autonomy and ability to work effectively in a remote or field-based environment.

Nice To Haves

• Five or more years of enterprise software sales experience, preferably in Database Performance Monitoring (DPM) or Infrastructure Management.
• Bachelor’s degree in Business, Computer Science, or a related field.
• Familiarity with enterprise sales methodologies such as MEDDIC, MEDDPICC, or Sandler.
• An existing network of enterprise database stakeholders or channel partner relationships.

Responsibilities

• Develop and execute proactive territory growth strategies to generate incremental demand, expand buying centers, and increase database solution penetration across enterprise environments.
• Identify whitespace, competitive displacement opportunities, and new stakeholder entry points in underpenetrated and net-new enterprise accounts.
• Manage long-term, high-contract-value sales cycles from initial discovery through technical validation and final procurement.
• Build relationships with C-level and Director-level stakeholders and align database performance initiatives with business outcomes such as cost savings, operational resilience, and risk mitigation.
• Collaborate with Value-Added Resellers and distributors to access target enterprise accounts, new buying centers, and accelerate enterprise penetration.
• Coordinate Sales Engineering, Product Management, and Executive Leadership to deliver tailored solutions for complex database environments.
• Travel as needed, up to 25–40%, for face-to-face customer meetings, technical workshops, and industry trade shows.
• Partner with Customer Success to support 100% renewal rates, maintain a continuous value-realization loop, and identify cross-sell and upsell opportunities.
• Maintain an accurate, high-integrity Salesforce pipeline and provide detailed forecasting for enterprise deals.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed