Technical Account Executive
Lightdash · Hybrid · UK
- Base
- £60K–£120K
- OTE
- Not disclosed
- Quota attainment
- Not disclosed
- Posted
- 10mo ago
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 2h agoon Lightdash's careers page
What Lightdash sells
Company numbers you can explore by asking questions
Data teams are stuck answering everyone else's questions in tools that are complex and expensive. Lightdash lets those teams set up their numbers once, as code. Then anyone at the company can explore the data by asking questions in plain words or dragging things around on screen.
In plain English, from their own job posts. Something wrong? Tell us
More AI & data companies →The Braun Read
Ask hard questionsToo much is left unsaid. Make them answer before you invest.
- Pay
- Base is listed but not OTE. Ask what the variable is and how many people hit it.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle.
- Pipeline
- A mix of self-sourced pipeline and inbound or SDR help.
- Time on market
- Open 308 days. Ask why it's been hard to fill.
- Company hiring
- This is their only open sales role.
Red flags
None spotted.
Worth asking about
- Open 90+ days. This role has been posted for three months or more. Ask why it's been hard to fill, and whether anyone left it.
Green flags
None spotted.
Based only on what the posting says. Flags are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
This role has been open a while. What's made it hard to fill?
The answer tells you what candidates saw that made them walk.
- 2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 3.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 4.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 5.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.
When the offer comes
Save these for later. They land better once they've said yes to you.
- 1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
- 2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
- 3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.
Josh's top five questions for any sales interview →
Going for your first AE role? Get the free interview kit → 24 questions, what good and bad answers sound like, and an offer comparison sheet.
Got an offer from Lightdash? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh
The role
Sell Lightdash, an AI-native BI platform for technical data teams, through 1:1 demos and full-cycle ownership of leads from the ecosystem. Candidates should have sold $20k-100k+ ACV deals.
New Logo
Selling motion
Who you're selling to
- Buyer:
- Technical data teamsIn their words: “Lightdash is the first AI-native BI platform for technical data teams who are frustrated with complex, expensive traditional BI tools.”
Pipeline expectations
Compensation
What is not disclosed
This posting doesn't tell you:
- OTE
- Quota size
- Quota attainment
- Average deal size
- Territory
- Sales cycle length
The questions above cover the big ones.