Enterprise Account Executive – UK Public Sector

Overview

In this role you will own and grow a strategic public sector portfolio in the UK, translating government priorities into tangible Data and AI value. You’ll work with senior stakeholders across departments, partners, and cloud providers to deepen adoption of Databricks’ platform and drive sustainable growth. The position combines inherited relationships with new business development, requiring a clear, evidence-driven go-to-market approach. Your impact spans renewals, expansion, and cross-functional alignment to deliver measurable outcomes for government missions.

Responsibilities

• Own an existing portfolio of strategic government accounts and grow usage of the Databricks Intelligence Platform
• Develop and execute a territory go-to-market plan prioritising departments, use cases and partners
• Identify net-new opportunities across departments not yet engaged, building and maintaining pipeline
• Translate national and departmental priorities into Data and AI value propositions, executive conversations, and business cases
• Use data and evidence to refine territory strategy and demand prioritisation
• Map buying centres within accounts, build champions, and accelerate decision cycles
• Manage a mix of quick wins and long, complex public-sector deals, with a focus on renewals and expansions
• Coordinate cross-functional and partner resources (professional services, SIs, hyperscalers) to maximise account impact
• Represent Databricks credibly to senior government stakeholders as a trusted advisor

Key requirements

• Proven quota attainment or over-achievement selling into public-sector accounts
• Ability to craft a territory GTM strategy from first principles
• Experience managing an existing portfolio while prospecting new opportunities
• Knowledge of UK Government structures, priorities, procurement frameworks, and funding/approval processes
• Sales experience in cloud software, data platforms, open-source tech, Data and AI, or related enterprise tech
• Experience selling usage-based/consumption-based models and co-selling with AWS, Azure, or Google Cloud
• Comfort with land-and-expand and greenfield development across departments
• Co-developing business cases with senior civil-service stakeholders
• Experience using structured sales methodologies (e.g., MEDDPICC, Value Selling) and forecasting
• Willingness to challenge assumptions and base decisions on evidence
• Eligibility for security clearance; existing clearance is advantageous

• Stakeholder management at senior levels
• Strategic thinking and advisory mindset
• Evidence-based decision making
• Cloud software sales
• Data platforms and AI technologies
• Open-source technology understanding

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