Head of Americas Strategic Sales

Dremio•New York City, NY

18d•Hybrid

About The Position

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 Dremio is launching a Strategic Sales segment in the Americas focused on a select group of high-impact, enterprise-wide transformation opportunities. The Head of Americas Strategic Sales will serve as the founding Strategic seller, directly owning five named Strategic accounts while building and leading the segment as it scales. This is a hands-on, execution-focused enterprise sales role operating at the highest level of deal complexity. You will drive executive engagement, lead multi-year platform pursuits, and establish the standards that define Strategic selling at Dremio. This position is based in the NY/NJ region and requires 25–50% travel to support executive engagement and enterprise pursuits.

Requirements

10+ years of enterprise SaaS sales experience managing and closing complex deals
Demonstrated success closing $1M+ ACV enterprise SaaS transactions
Experience carrying and achieving $2M+ ARR quotas in complex environments
Deep experience selling into Fortune 500 / Global 2000 organizations
Executive-level selling capability with CIO, CDO, CTO, and equivalent stakeholders
Proven ability to self-source pipeline and operate in a disciplined, outbound-driven environment
Strong political navigation, multi-threading, and enterprise deal orchestration skills
Experience mentoring senior sellers and influencing enterprise sales execution standards
Strong collaboration skills across Solutions Architecture, Professional Services, Customer Success, and RevOps
Comfortable operating in a fast-paced, high-growth environment
BA/BS preferred
Based in NY/NJ with willingness to travel 25–50%

Nice To Haves

Experience operating as a Strategic or Global Account Executive in complex enterprise environments
Experience leading or scaling teams selling SaaS or cloud-native platforms during periods of growth and change
Experience with consumption-based or usage-driven SaaS pricing models

Responsibilities

Own and close complex, multi-quarter, and multi-year enterprise sales cycles across five named Strategic accounts
Develop and execute comprehensive account strategies, including executive stakeholder mapping, political landscape analysis, competitive positioning, and phased expansion planning
Drive disciplined qualification standards across high-ACV pursuits
Maintain high-confidence forecast accuracy in long-cycle, high-visibility deals
Arrange and conduct Executive and CxO discussions and events
Serve as executive quarterback across Solutions Architecture, Professional Services, Customer Success, Marketing, Legal, and Finance
Lead internal deal strategy sessions and executive reviews for high-impact opportunities
Own pipeline generation through targeted executive outreach, partner motions, and account-based engagement
Ensure accurate CRM usage, reporting discipline, and forecasting hygiene
Elevate enterprise selling standards by mentoring senior Enterprise Account Executives on complex pursuits
Partner with Sales Operations to define Strategic forecasting methodology and segmentation standards
Participate in hiring and onboarding future Strategic sellers as expansion thresholds are achieved
Transition into direct leadership of the Strategic segment as revenue and performance milestones are met