Commercial Account Executive

About Starburst Starburst delivers enterprise intelligence at scale by giving organizations secure, governed access to all their data, wherever it lives. Built for distributed data environments, Starburst helps enterprises power AI and analytics without the cost and complexity of traditional data consolidation. With open standards including Trino and Apache Iceberg, Starburst enables trusted access to complete enterprise context while helping organizations avoid vendor lock-in. Leading global enterprises trust Starburst to fuel AI, analytics, and enterprise intelligence. Learn more at starburst.ai. About the role: Starburst Data is seeking driven Account Executives (AE) to accelerate our growth within the Commercial segment (companies with under $1 billion in revenue across SMB, Mid-market and Enterprise). As an AE, you will be a key player in driving new customer acquisition and expanding our footprint within existing accounts. You will be responsible for full-cycle sales, from initial outreach to closing deals, with a focus on our Ideal Customer Profile (ICP). This role requires a strong understanding of the data landscape and the ability to articulate the value of Starburst's solution. This role offers a unique opportunity to join a high-growth company at the forefront of Data & AI initiatives. If you are a results-oriented sales professional with a passion for data and a proven track record of success, we encourage you to apply. As a Mid-Market Account Executive at Starburst you will: - Drive Revenue Growth: Achieve quarterly and annual sales targets by effectively managing your pipeline and closing deals. - Manage Inbound & Drive Outbound: Manage inbound leads (website, forms, MQLs) and proactively develop outbound campaigns to target commercial prospects. Guide potential customers through the product exploration process. - Increase Product Adoption & Retention: Drive product adoption and retention within existing accounts by identifying new use cases, addressing onboarding challenges, and promoting feature adoption. - Strategic Customer Advisor: Serve as a trusted advisor to customers, understanding their business objectives and aligning Starburst solutions to meet their growth initiatives. - Build Strong Relationships: Cultivate and expand relationships within customer accounts to strengthen partnerships and create long-term value. - Full Sales Cycle Ownership: Manage the entire sales cycle, from prospecting and qualification to negotiation and close, consistently winning new logos. - Accurate Forecasting & Collaboration: Accurately forecast sales activity, communicate effectively with internal stakeholders, and collaborate seamlessly with cross-functional teams, including Solution Architects, Product, Sales Development and management. - Data-Driven Approach: Leverage data and tools such as Starburst, Salesforce, and Tableau to track progress, analyze performance, and optimize sales strategies. Some of the things we look for: - Proven Closer: You consistently exceed quotas and have a track record of closing deals, ideally in data infrastructure, analytics, or software. - Strategic Account Planner: You develop and execute effective account plans to drive sales. - Technically Adept & Executive-Focused: You thrive in fast-paced technical environments and confidently sell to C-level executives and across business units. - Collaborative & Driven: You're gritty, humble, curious, and optimistic, contributing to a positive team environment. - Education: You have a college degree or equivalent experience. - Ability to Travel: This role will require occasional in-person travel for purposes including but not limited to new hire onboarding, team and department offsites, customer engagements, and other company events. Actual travel expectations may vary by role and business needs Where could this role be based? - This role is based in our Boston office and follows a hybrid model, with an expectation of being onsite 1-3 days per week. Starburst is dedicated to maintaining fair and equitable compensation practices. The salary range provided for this role reflects the minimum and maximum targets for candidates across all U.S. locations and could be inclusive of variable compensation, such as commission or bonus. All employees receive equity packages (ISOs) and have access to a comprehensive benefits offering. Actual compensation packages are determined based on relevant skills, experience, education and training, and specific work location. For more information, connect with the recruiting team or Hiring Manager during the process as they can provide more detailed information about the salary range. Pay Range $160,000-$200,000 USD Build your career at Starburst All-Stars have the opportunity and freedom to realize their true potential. By building alongside top talent, we’re empowered to take ownership of our careers and drive meaningful change. Anchored in industry-proven technology and unprecedented success, All-Stars are taking on the challenge everyday to disrupt our industry – and the future. Our global workforce is supported by a competitive Total Rewards program that reflects our commitment to a rewarding and supportive work environment. This includes a variety of benefits like competitive pay, attractive stock grants, flexible paid time off, and more. We are committed to fostering an intentional, inclusive, and diverse culture that drives deep engagement, authentic belonging, and an exceptional All-Star experience. We believe that diversity of thought, perspective, background and experience will enable us to own what we do, drive our success and empower our All-Stars to show up authentically. Starburst provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.