Dremio

Role Description 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. - 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. Qualifications - 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 markets. - Experience working with regional partners and building a partner network. - Fluency or working proficiency in Spanish and Portuguese. - Willingness 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. What we value At Dremio, we hold ourselves to high standards when it comes to People, Thinking, and Action. Our Gnarlies (that's what we call our employees) communicate with clarity, drive accountability, and are respectful towards each other. We confront brutal facts and focus on results while operating with a sense of urgency and building a "flywheel". People who like to jump in and drive momentum will thrive in our #GnarlyLife.

• Engaging with the Dremio Sales Team and Prospects in preparing and presenting the Dremio product and technology while addressing any technical questions or concerns that come up during the sales cycle • Supporting the technical needs of customers and resolving technical issues, along with engaging them on any additional issues, problems, or opportunities regarding the Dremio product • Develop a deep understanding of the Dremio product and technology and work closely with Engineering, Sales and others to resolve critical technical issues • Traveling to clients and potential clients and serving as the key technical interface with customers • Understand the business drivers, challenges and objectives in various industries and domains • Design and architect end-to-end data solutions leveraging Dremio's capabilities, including data virtualization, data catalog, and query optimization. • Configure and optimize and run Dremio POC’s to meet performance, scalability, and security requirements for potential prospects. • Act as a trusted advisor to clients, providing expert guidance and recommendations on leveraging Dremio effectively. • Build and maintain strong client relationships, ensuring high levels of customer satisfaction and retention. • Identify opportunities for expanding the usage of Dremio within client organizations and drive adoption of new features and capabilities.

• Own the Marketo instance, email lifecycle programs, lead scoring, and data hygiene. You'll design and optimize the workflows that move prospects from first touch to qualified pipeline — and you'll treat every workflow as a candidate for automation. • Build and maintain the reporting infrastructure that tells marketing what's working and what isn't. • Design, build, and deploy AI-powered workflows using agents and our n8n platform, eliminate manual marketing tasks. • Partner with sales ops and out BDR lead on lead handoff, lead quality, and data integrity.

• Own the product strategy and roadmap across cloud platform infrastructure, core platform trust, SQL engine performance, and observability — balancing long-term platform integrity with pragmatic delivery. • Define and drive the vision for regional infrastructure and expansion — making Dremio Cloud available, performant, and cost-efficient wherever customers need it, through repeatable and policy-driven deployment models. • Own the roadmap for identity, access management, and governance — ensuring enterprise customers can enforce access controls, meet compliance requirements, and gain audit visibility without specialist overhead. • Drive the strategy for query performance, Reflections, and Iceberg support — ensuring execution is continuously optimised and the platform stays current with the data ecosystem by default. • Lead observability and reliability strategy — defining the metrics, logs, traces, SLOs, and alerting that surface meaningful health signals to internal teams and customers. • Drive automation and operational capabilities that allow the platform to scale sustainably — including provisioning, upgrades, capacity planning, self-healing behaviour, and cost optimisation. • Define the operational model for private and sovereign cloud deployments — ensuring consistency, supportability, and scalability across deployment types. • Use telemetry, reliability data, and customer signals to identify gaps, validate improvements, and continuously raise the bar on platform quality. • Collaborate closely with UX Design, Engineering, Cloud Ops, Security, Finance, and RevOps to ensure platform capabilities ship operable, secure, and commercially aligned. • Own documentation of all product requirements, deliverables, and user enablement content. • Drive clear communication across engineering and support teams to ensure product-related issues transition smoothly through defined channels.

• Define and drive the platform strategy for Kubernetes- and Docker-based environments, aligning architecture with scalability, reliability, and security goals. • Partner with external platform architects to identify integration requirements and translate security, networking, and infrastructure constraints into robust platform capabilities. • Architect and build resilient, production-grade solutions that operate seamlessly within diverse partner ecosystems. • Design, develop, and maintain automated deployment and integration frameworks that enable consistent, repeatable delivery of Dremio across environments. • Partner with product management to align platform capabilities with customer needs, roadmap priorities, and commercial objectives. • Develop core product capabilities for cluster lifecycle management, observability, usage and cost reporting, and operational supportability. • Lead cross-functional collaboration with internal architects and engineering teams to ensure features ship safely and perform reliably across diverse deployment models and partner ecosystems. • Take technical ownership of complex integration initiatives, and when needed, lead development efforts beyond the immediate team to close capability gaps. • Improve platform scalability, performance, and operability through proactive design reviews, architectural improvements, and production hardening. • Drive automation-first practices, reducing operational overhead and improving deployment velocity and reliability. • Contribute to long-term platform architecture, ensuring extensibility to support future partner integrations and evolving infrastructure trends.

• Own the product strategy and roadmap for the Dremio Cloud control plane — including org and project lifecycle management, execution orchestration, routing, resource isolation, control plane APIs, and data plane execution. • Define platform capabilities across networking and regional infrastructure — including VPCs, private connectivity, ingress/egress, multi-region deployments, failover, and disaster recovery. • Drive product direction for storage operations — object storage integration, spill and temp storage, lifecycle policies, cleanup automation, and cost/performance optimisation. • Ensure platform architecture aligns with enterprise trust and compliance standards. • Lead observability and reliability strategy — defining the metrics, logs, traces, SLOs, alerting, and incident response capabilities that surface meaningful health signals to internal teams and customers. • Drive automation and operational capabilities that allow the platform to scale sustainably — including provisioning, upgrades, hibernation, self-healing behaviour, and cost optimisation. • Own product strategy for, billing infrastructure, and commercial platform systems — ensuring accurate consumption attribution, flexible pricing model support, marketplace integrations, and customer spend transparency. • Partner closely with Finance and RevOps to ensure commercial systems are accurate, scalable, and aligned with revenue goals. • Shape the Console, API, and CLI experience — defining how we and our customers interact with, configure, and monitor the platform in a simpler, more intuitive way. • Owning the documentation of all product requirements, deliverables and user enablement content. • Owning and driving clear communication across engineering and support teams to ensure product-related issues transition smoothly through defined channels. • Use telemetry, reliability data, and customer signals to identify gaps, validate improvements, and continuously raise the bar on platform quality. • Collaborate closely with UX Design, Engineering, Cloud Ops, Security, Finance, and RevOps to ensure platform capabilities ship operable, secure, and commercially aligned. • Collaborate on architecture and roadmap initiatives spanning control plane design, cluster lifecycle management, networking, security, and enterprise deployment patterns with senior technical stakeholders.

• Define and execute the platform strategy across Kubernetes-based, hybrid, and on-prem environments (Kubernetes distributions and multi-cluster deployments, including OpenShift). • Collaborate on architecture and roadmap initiatives spanning control plane design, cluster lifecycle management, networking, security, and enterprise deployment patterns. • Drive OEM partnership strategy, including integrations with on-prem storage and embedded deployment models. • Own product capabilities related to observability, telemetry, usage tracking, and consumption-based billing on-prem environments. • Design and deliver usage reporting, cost management, and billing system integrations to support enterprise and OEM customers. • Independently lead deep technical discussions with engineering, partners, and enterprise platform teams. • Translate complex infrastructure, storage, and networking constraints into scalable, supportable product capabilities. • Owning the documentation of all product requirements, deliverables and user enablement content. • Owning and driving clear communication across engineering and support teams to ensure product-related issues transition smoothly through defined channels.

Be Part of Building the Future Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises, including Maersk, Amazon, Regeneron, NetApp, and S&P Global. Customers rely on Dremio for cloud, hybrid, and on-prem lakehouses to power their data mesh, data warehouse migration, data virtualization, and unified data access use cases. Based on open source technologies, including Apache Iceberg and Apache Arrow, Dremio provides an open lakehouse architecture enabling the fastest time to insight and platform flexibility at a fraction of the cost.  Learn more at www.dremio.com. About the role Dremio is seeking a Regional Sales Director, Commercial (Americas) to lead, develop, and scale a team of Commercial Account Executives focused on selling Next Gen Dremio Cloud (SaaS). This is a hands-on, execution-focused sales leadership role. You will be responsible for driving consistent pipeline generation, disciplined outbound sales motions, and predictable revenue growth in the Americas The Regional Sales Director operates as a player-coach—deeply involved in deal strategy, pipeline inspection, coaching, and talent development—while partnering closely with Marketing, Solutions Architecture, and Revenue Operations. What You Will Do The team you lead here at Dremio will have a significant impact on the culture and growth of our company. You will coach your team to develop their careers and inspire your team to overachieve in a fast-paced environment. Lead, coach, and develop a team of Commercial Account Executives selling Next Gen Dremio Cloud (SaaS) Establish and reinforce a pipeline-first culture with strong outbound discipline Drive consistent execution of commercial sales motions, including prospecting, qualification, and deal progression

• 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. • Maintain healthy pipeline coverage through consistent outbound activity, driving to exceed 3x coverage ratios • Execute 6–12 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

• 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.