• Develop and execute your strategic and tactical business plan to drive revenue in strategic named accounts assigned to you • Own the revenue number for your accounts: New customer acquisition, Expand existing relationships and install base, Define and land new strategic relationships, Provide thought leadership to customers and, when available, at industry events, Employ channel partners to grow adoption • Develop strong champions within your customers who actively advocate for Yubico • Reports to the RVP Sales, West/Tech • Coordinate with internal resources in a dynamically growing business to deliver an outstanding customer experience • When required work collaboratively to develop complex custom solutions

• Own the full sales cycle for retailer advertising partnerships within Instacart’s existing retailer network, from prospecting and pipeline development through scoping, contracting, launch, optimization, renewal, and expansion. • Identify, position, and sell retailer-dedicated ad units and cross-channel solutions (on-site and off-site), partnering with Product, Marketing, and Yield to craft packages that map to retailer objectives and deliver measurable ROI. • Work hand-in-hand with the Business Development retailer team to align account strategies, convert platform relationships into advertising revenue, and create cohesive joint plans for growth. • Translate performance data into clear narratives, proposals, and QBRs; set targets, monitor KPIs, and drive optimizations that lead to renewal and upsell. • Build repeatable playbooks, pricing guardrails, and best practices that support scale across Midmarket Ads and enable future teammates to execute with quality and speed. • Navigate cross-functional processes with Legal, Policy, Finance, and Off-Platform to structure terms, ensure compliance, and accelerate deal velocity in a dynamic, rapidly evolving environment.

• Build relationships with CIOs, IT executives, LOB executives, Program Managers, and other important partners. • Drive value-based growth within the account. • Expand the Databricks footprint into new business units and use cases. • Exceed activity, pipeline, and revenue targets. • Track all customer details including use case, purchase time frames, next steps, and forecasting in Salesforce. • Use a solution-based approach to selling and creating value for customers. • Promote Databricks' Data Intelligence Platform powered by Apache Spark™ and Delta Lake • Prioritize opportunities and leverage appropriate resources. • Build a plan for success internally at Databricks and externally with your account

• As an Enterprise Account Executive, you will be the driving force behind our growth strategy with the largest and most strategic accounting firms in the United States. • You will own the full pre-sales lifecycle, from initial outbound prospecting through to contract execution, focusing on building executive-level relationships and managing complex buying processes to secure long-term business plans. • Your impact is defined by your ability to act as a trusted advisor, helping partners develop and execute digital strategies that convert and activate users at scale. • You should expect significant travel to engage in face-to-face meetings, attend industry forums, and build the deep-rooted rapport necessary to close complex deals.