Enterprise Account Executive – South Africa

Overview

In this role you drive new business for Databricks in a London-based area with relocation to Dubai. You will engage multi-stakeholder buying groups, shape value propositions, and orchestrate cross-functional teams to accelerate adoption of the Databricks Data Intelligence Platform. You’ll combine technical insight with business outcomes to close strategic, consumption-based deals. The position offers exposure to leadership and partners across the data and AI ecosystem, contributing to scalable customer transformation.

Responsibilities

• Assess accounts and design strategy to engage all buying centres to move deals forward
• Use a solution-led approach to create value for new logo accounts
• Identify and close quick wins while managing longer, complex sales cycles
• Own a defined list of prospects and create engagement plans for key stakeholders
• Support customer transformation with strategic partnerships, scoped services, training, and executive engagement
• Build value throughout the sales process to enable successful negotiation
• Coordinate cross-functional teams to maximize impact across the ecosystem
• Own the consumption narrative and surface high-value use cases in each account
• Deliver customer-centric outcomes through the Databricks Intelligence Platform

Key requirements

• Strong new business development with proven quota attainment in consumption-based SaaS/PaaS/IaaS
• Experience navigating procurement frameworks
• Background in Cloud software, open source, or Data and AI
• Experience driving adoption of usage-based SaaS and co-selling with AWS, Azure or Google Cloud
• Ability to identify use cases and buying centres to expand Databricks’ value
• Experience co-developing business cases and securing C-level sponsorship
• Experience building champions, teams and partnerships
• Understanding of consumption-based land-and-expand sales models
• Familiarity with sales methodologies (e.g., MEDDPICC, Value Selling) and forecasting
• Based in London with relocation to Dubai early 2027; willingness to travel
• Demonstrable experience with integration partners
• Fluent English

• Cross-functional collaboration
• Executive stakeholder management
• Strategic thinking and negotiation
• Cloud/SaaS sales in data and AI
• Consumption-based sales models
• Knowledge of AWS, Azure or Google Cloud ecosystems

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