Mid Market Account Executive at Starburst

Boston, Massachusetts, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Data Analytics, AIIndustries

Requirements

Proven track record of consistently exceeding quotas and closing deals, ideally in data infrastructure, analytics, or software
Ability to develop and execute effective account plans to drive sales
Technically adept with experience thriving in fast-paced technical environments and confidently selling to C-level executives and across business units
Collaborative, gritty, humble, curious, and optimistic traits contributing to a positive team environment
College degree or equivalent experience
Ability to travel occasionally for onboarding, offsites, customer engagements, and company events

Responsibilities

Drive revenue growth by achieving quarterly and annual sales targets through pipeline management and deal closure
Manage inbound leads (website, forms, MQLs) and drive outbound campaigns targeting commercial prospects; guide customers through product exploration
Increase product adoption and retention in existing accounts by identifying new use cases, addressing onboarding challenges, and promoting feature adoption
Serve as a trusted advisor to customers, understanding their business objectives and aligning Starburst solutions to their growth initiatives
Build and expand strong relationships within customer accounts to strengthen partnerships and create long-term value
Own the full sales cycle, from prospecting and qualification to negotiation and close, winning new logos
Accurately forecast sales activity, communicate with internal stakeholders, and collaborate with cross-functional teams (Solution Architects, Product, Sales Development, management)
Leverage data and tools (Starburst, Salesforce, Tableau) to track progress, analyze performance, and optimize sales strategies

Skills

full-cycle sales

pipeline management

outbound sales

inbound leads

revenue growth

product adoption

customer retention

data lakehouse

enterprise sales

account expansion

Starburst

Data analytics and SQL engine distribution

About Starburst

Starburst specializes in data analytics by providing a distribution and support for the Trino SQL engine, which is designed for efficient and scalable analytics on data lakes and various data sources. Their products, Starburst Galaxy and Starburst Enterprise, allow clients to access and analyze data quickly, whether in the cloud or on-premises. Starburst connects seamlessly with popular data visualization tools like Tableau, Power BI, and Looker, making it easier for users to integrate and access their data. What sets Starburst apart from competitors is its enhancement of the open-source Trino engine with additional connectors, security features, and dedicated enterprise support. The company's goal is to help organizations achieve faster data insights and better decision-making through improved analytics capabilities.

Boston, MassachusettsHeadquarters

2017Year Founded

$402.7MTotal Funding

SERIES_DCompany Stage

Data & Analytics, Enterprise SoftwareIndustries

501-1,000Employees

Benefits

Competitive salary & attractive stock grants

Remote-friendly work options

Quality & affordable insurance

Flexible & generous paid time off

Environment of transparency, honesty & respect

Risks

Increased competition from companies like Dell could impact Starburst's market share.

The rapid growth of unique data vendors may lead to increased market complexity.

Enterprises moving towards single-cloud strategies could challenge Starburst's multi-cloud offerings.

Differentiation

Starburst offers both cloud-based and on-premises solutions, catering to diverse client needs.

The company enhances the open-source Trino engine with additional connectors and security features.

Starburst's platform integrates with popular data tools like Tableau, Power BI, and Looker.

Upsides

Starburst Galaxy achieved 3x year-over-year growth in active customers and usage volume.

The platform enables 10X faster data processing and 66% cost reduction for clients like Arity.

Starburst's Icehouse platform leverages open-source Trino and Apache Iceberg for scalability.

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