Enterprise Sales Director (SoCal)

Position Overview

• Location Type: Onsite (Southern California)
• Job Type: Full-time
• Salary: Competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay.

dbt Labs is seeking an Enterprise Sales Director to build out its enterprise customer base throughout Southern California. The ideal candidate will be a proactive and curious member of the Sales team, identifying new business opportunities and growth for clients, with foresight and knowledge of intrinsic sales cycles.

About Us

dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open-source project into the leading analytics engineering platform, now used by over 50,000 teams every week. As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Cloud customers. We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter.

Our core beliefs empower data practitioners:

• Code-based data transformations unlock transparency, flexibility, and collaboration.
• Analysts should adopt software engineering best practices to build trusted data products.
• Core analytics infrastructure should be open source and user-controlled.
• Analytic code—not just tools—should be shared and community-driven.

dbt is now synonymous with analytics engineering, defining the modern data stack and serving as the data control plane for enterprise teams around the world. We’re growing fast and building a team of passionate, curious people across the globe.

Responsibilities

• Own the full sales cycle from lead to ongoing utilization for enterprise prospects.
• Organize POC implementations of dbt Cloud Enterprise.
• Win 20 new dbt Cloud Enterprise customers per year (after ramp).
• Lead and contribute to team projects that develop our sales process.
• Work with product to build and maintain the dbt Cloud enterprise roadmap.
• Become an expert in SQL, dbt, and enterprise data operations.
• Be an active member of the dbt open source community.

Requirements

• 4+ years closing experience in technology sales, with a proven track record of exceeding annual targets.
• Ability to understand complex technical concepts and develop them into a consultative sale.
• Excellent verbal, written, and in-person communication skills to engage stakeholders at all levels of an analytics organization (individual developer up to CTO).
• Diligence and organizational skills to work long, intricate sales cycles involving multiple client teams.
• Ability to operate in an ambiguous and fast-paced work environment.
• A passion for being an inclusive teammate and involved member of the community.
• Experience with SQL or willingness to learn.

What Will Make You Stand Out

• Prior experience in analytics, ETL, BI, and/or open-sourced software.
• Knowledge of or prior experience with dbt.

Hiring Process

1. Interview with Talent Acquisition Partner
2. Interview with the Hiring Manager
3. Team Interviews; Sales & Solutions Architects
4. Pipeline Generation Activity with Sales Leadership

Benefits

• Unlimited vacation time with a culture that actively encourages time off.
• 401k plan with 3% guaranteed company contribution.
• Comprehensive healthcare coverage.
• Generous paid parental leave.
• Flexible stipends for:
  • Health & Wellness
  • Home Office Setup
  • Cell Phone & Internet
  • Learning & Development
  • Office Space