[Remote] Commercial Account Executive - East

Note: The job is a remote job and is open to candidates in USA. Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises. As a Commercial Account Executive at Dremio, you will focus on selling Next Gen Dremio Cloud (SaaS) to commercial customers, managing the full sales cycle from pipeline creation to closing deals.ResponsibilitiesAchieve sales quotas for allocated accounts on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional territory planOwn pipeline generation through outbound prospecting, account-based outreach, partner motions, and targeted campaignsActively build and manage account plans for your customer accountsBe the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Dremio solutionEmbrace AI sales tools to drive prospecting and customer strategies for success. Develop Points of View (POV) for customer engagementProspect qualification and the development of new sales opportunities and ongoing revenue streamsArrange and conduct Executive and CxO discussions and eventsSales process management and opportunity closure with Salesforce.com and ClariOngoing account management to ensure customer satisfaction and drive additional revenue streamsBe familiar with solution-based selling, have experience managing a complex sales process and possess excellent presentation, listening, organization, and contact management skillsSell Next Gen Dremio Cloud (SaaS) exclusively to commercial customersMaintain healthy pipeline coverage through consistent outbound activity driving to exceed 3x coverage ratiosExecute 3–6 month SaaS sales cycles with strong deal velocityLead structured discovery, qualification, demos, and close processesPartner with Solutions Architects as needed to support technical validation while maintaining momentumAccurately manage pipeline, forecasting, and CRM hygieneSkills3-5 years of experience in pipeline-driven SaaS sales roles, managing and closing your own dealsDemonstrated ability to self-source pipeline consistently, not rely solely on inbound leadsProven success closing $75K–$300K ARR SaaS dealsExperience in carrying and achieving $800K+ Annual Recurring Revenue (ARR) quotasStrong outbound prospecting, discovery, and qualification skillsHigh-activity, high-ownership mindset with strong execution disciplineAbility to thrive in a fast-paced, high-growth environment with high energy/positive attitudeExcellent verbal and written communication, presentation, and relationship management skillsBA/BS requiredExperience with consumption-based or cloud-native SaaS modelsFamiliarity with lakehouses, data warehouses, analytics, AI, and/or modern data platformsExposure to open-source ecosystemsCompany OverviewDremio is the pioneer of The Agentic Lakehouse—the only data platform built for agents, managed by agents. It was founded in 2015, and is headquartered in Santa Clara, California, USA, with a workforce of 201-500 employees. Its website is https://www.dremio.com.