Enterprise Sales Director
About The Position
Fivetran and dbt Labs are merging two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, they are delivering the data infrastructure layer that helps organizations move, transform, and trust their data. Fivetran automates data movement across systems, clouds, engines, and tools, while dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. This combined entity supports thousands of organizations in building a trusted foundation for analytics, AI, and better business decisions. As the teams and technology integrate, the company is building on the strengths of both to create 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, candidates may see references to both Fivetran and dbt Labs.
Requirements
- 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).
- 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 Haves
- 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.
- Prior experience selling into or around Snowflake, Databricks, or similar platforms is a plus.
Responsibilities
- 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.
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.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
