About the role

As a Commercial Account Executive at Dremio, you will be 100% focused on selling Next Gen Dremio Cloud (SaaS) to commercial customers (sub-3,000 employees).

This is a pipeline-driven, outbound-oriented SaaS sales role. While inbound interest and marketing support exist, success in this role requires consistent self-sourced pipeline generation through outbound prospecting, targeted account outreach, and partner-led motions.

Commercial AEs at Dremio own the full sales cycle—from pipeline creation through close—and are expected to operate with urgency, discipline, and accountability.

What you’ll be doing

• Achieve 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 plan.
• Own pipeline generation through outbound prospecting, account-based outreach, partner motions, and targeted campaigns
• Actively build and manage account plans for your customer accounts
• Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Dremio solution.
• Embrace AI sales tools to drive prospecting and customer strategies for success. Develop Points of View (POV) for customer engagement
• Prospect qualification and the development of new sales opportunities and ongoing revenue streams.
• Arrange and conduct Executive and CxO discussions and events.
• Sales process management and opportunity closure with Salesforce.com and Clari.
• Ongoing account management to ensure customer satisfaction and drive additional revenue streams.
• Be familiar with solution-based selling, have experience managing a complex sales process and possess excellent presentation, listening, organization, and contact management skills.
• Sell Next Gen Dremio Cloud (SaaS) exclusively to commercial customers
• Maintain healthy pipeline coverage through consistent outbound activity driving to exceed 3x coverage ratios
• Execute 3–6 month SaaS sales cycles with strong deal velocity
• Lead structured discovery, qualification, demos, and close processes
• Partner with Solutions Architects as needed to support technical validation while maintaining momentum
• Accurately manage pipeline, forecasting, and CRM hygiene

What we’re looking for

• 3-5 years of experience in pipeline-driven SaaS sales roles, managing and closing your own deals
• Demonstrated ability to self-source pipeline consistently, not rely solely on inbound leads
• Proven success closing $75K–$300K ARR SaaS deals
• Experience in carrying and achieving $800K+ Annual Recurring Revenue (ARR) quotas
• Strong outbound prospecting, discovery, and qualification skills
• High-activity, high-ownership mindset with strong execution discipline
• Ability to thrive in a fast-paced, high-growth environment with high energy/positive attitude
• Excellent verbal and written communication, presentation, and relationship management skills

Experience selling into LATAM and Brazil marketsExperience working with regional partners and building a partner networkFluency or working proficiency in Spanish and PortugueseWillingness and ability to travel on-site as required

• BA/BS required

Preferred Experience

• Experience with consumption-based or cloud-native SaaS models
• Familiarity with lakehouses, data warehouses, analytics, AI, and/or modern data platforms
• Exposure to open-source ecosystems