Enterprise Sales Director

TL;DR

Enterprise Sales Director (Enterprise Software): Own and grow a territory of strategic enterprise accounts across Southern California with full-cycle quota-carrying sales for the dbt platform, from pipeline generation through negotiation, close, and expansion. Focus on multi-stakeholder enterprise deal cycles, technical evaluations with solutions architects, and defending accurate forecasts while positioning dbt as the standard for analytics engineering.

Location: Remote (California, United States); based in or near the Southern California territory with willingness to travel to customer sites as needed

Salary: $137,048 — $171,310 USD; $205,572 — $256,965 USD

Company

dbt Labs + Fivetran deliver data infrastructure for moving, transforming, and trusting data for analytics, AI, and business decisions.

What you will do

• Own a named or geo-based book of enterprise accounts in the Southwest and execute account plans for net-new and existing customers
• Run a disciplined, multi-threaded enterprise sales process with economic buyers, technical champions, and executive sponsors
• Build and defend an accurate pipeline and forecast with rigor
• Lead technical evaluations and business value conversations, translating platform capabilities into customer outcomes and data stack fit
• Negotiate and close multi-year enterprise agreements, including consumption-based and ramped deal structures
• Partner with customer success and services to support onboarding and drive expansion post-close

Requirements

• 5+ years of closing experience in enterprise software sales, ideally in data, analytics, or infrastructure
• Proven track record of consistent quota overattainment selling complex technical products into enterprise accounts (500K+ ACV)
• 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); experience selling into or around Snowflake or Databricks is a plus
• Based in or near the Southern California territory and willing to travel to customer sites as needed

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 and the broader analytics engineering workflow

Culture & Benefits

• 100% employer-paid medical insurance
• Generous paid time-off (PTO), paid sick time, inclusive parental leave, holidays, and volunteer days off
• RSU stock grants
• Professional development and training opportunities
• Monthly cell phone stipend and access to a mental health support platform
• Mandatory one-week in-person Revenue Bootcamp during the second week at the company (travel required)

Hiring process

• Revenue Bootcamp onboarding for new sales team members (in-person, mandatory)
• Interview process includes evaluation of sales fit and ability to run full-cycle enterprise deals