Enterprise Sales Director

From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven. About Us Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions. As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating 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 period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites. About the role dbt Labs + FiveTran are looking for an enterprise account executive to own and grow a territory of strategic accounts across Southern California. You'll carry a quota selling the dbt platform into complex, multi-stakeholder enterprise organizations — from initial pipeline generation through negotiation and close, and into expansion. This is a full-cycle enterprise sales role. You'll partner closely with solutions architects, customer success, and the broader Americas Enterprise team to build trust with technical and business buyers alike, and to position dbt as the standard for how enterprise data teams build, test, and ship analytics code. What you'll do 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 What we're looking for 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); prior experience selling into or around Snowflake, Databricks, or similar platforms is a plus 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 have 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 Perks and 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 Compensation The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process. Pay Range: $137,048 — $171,310 USD OTE (On Target Earning): $205,572 — $256,965 USD Equal Opportunity Statement We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this form. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability. #J-18808-Ljbffr