• Deliver net new business sales within the industry sectors and territories designated to them to meet their sales targets. • Convert sales leads passed from marketing activity into live sales engagements and ultimately signed commitments. • Research and generate own leads and contacts to support the above and identify opportunities for further net new business sales. • Meet sales targets on a quarterly basis defined by the SVP, Customer – Fuel & Mobility Retail. • Manage the RFI / RFP process on sales opportunities with prospective clients. • Provide high-level strategic planning and detailed opportunity / deal management to prospective clients • Retain overall responsibility during the sales cycle to prospective clients and align with appropriate internal stakeholders to facilitate on-boarding and transition. • Negotiate terms of software evaluations, project / consulting services and subscription agreements. • Ensure legal terms and conditions of contract documents have been reviewed and approved within Kalibrate prior to signature. • Follow the requirements of Kalibrate’s sales process, maintaining the prescribed tracking and forecasting in the CRM as well as other requirements as defined and updated from time to time • Produce and publish sales visit reports following each prospective client meeting. • Aid in the development of sales support materials, including presentations. • Promote open communication and teamwork across internal stakeholder groups working on opportunities.

Ready to shape the future of data? Matillion is the intelligent data integration platform. We're changing how the world works with data – and we need driven, curious people who think big and move fast. We built the Data Productivity Cloud to supercharge data productivity, and now we’re shaping the future of data engineering with Maia – our AI-powered virtual data engineers that help teams design, build, and manage data pipelines at unmatched speed. Join #TeamGreen, where the mission comes first, collaboration drives us forward, and everyone pulls in the same direction to make a dent in the universe bigger than ourselves. We are now looking to add an Enterprise Account Executive to #TeamGreen, based in the Austin market. The Enterprise Account Executives are responsible for identifying and closing new enterprise customers, as well as growing Matillion's footprint with existing customers. The role is focused on driving revenue growth through direct sales and partnership development within a defined territory. Enterprise Account Executive combines strong business acumen with customer relationship skills to increase Matillion’s presence and value across a defined customer base. What we are looking for - Essential Skills: - You will have at least 5 years of full-cycle sales experience in a complex technology solution-selling environment. You've consistently achieved and exceeded $1M+ ARR quotas and have a track record of sourcing and closing six-figure deals. - You're skilled in sales methodologies like MEDDIC, Force Management, or Value Selling, and you know how to navigate large enterprise software contracts and RFP processes. - You have a proven track record of independently sourcing, managing, developing, and onboarding new customers, demonstrating effective pipeline management - You can quickly uncover a customer's technical challenges and translate them into a clear business value proposition for all levels of their organization. - You have exceptional negotiation and closing skills with a consistent record of achieving or exceeding sales targets What you will be doing: - You'll be responsible for the entire sales process, from generating your own pipeline to closing six-figure deals and managing enterprise customers. - Develop a comprehensive strategy for your territory, collaborating with your SDR, marketing, and channel partners to maximize new customer acquisition and retention. - Foster strong relationships with technology and consulting partners, educating them on the value of Matillion to create new business opportunities. - Work cross-functionally with our product, marketing, and solution architecture teams, and maintain a growth mindset by continuously learning and applying new techniques to sharpen your skills. At Matillion, we are committed to providing competitive compensation in line with market standards based on the role, job family, job level, and country. This exempt role’s estimated annual salaried pay range for this position is $106,500 - $160,000. Because this role is eligible for variable pay in the form of sales commissions, your total on-target annual earnings will be between $213,000 - $320,000. The final salary will be based on your relevant skills, experience, and qualifications demonstrated in the hiring process. At Matillion, we’re here to do something hard - change the way the world works with data, and build a great company along the way. Big, bold goals aren’t for the faint-hearted, and we don’t shy away from them. But we don’t do it alone. No egos, no politics - just great people working together, guided by our six core values; - Confidence without arrogance - Working with integrity - Customer obsessed - Innovate and demand quality - Bias for action - We care We operate a flexible working culture that promotes work-life balance, with benefits including: - Company Equity - 25 days PTO - 5 days paid volunteering leave - Health insurance - Life insurance - Access to mental health support - 401K More about Matillion Thousands of enterprises including Cisco, London Stock Exchange Group, EDF and Slack trust Matillion for a wide range of use cases from insights and operational analytics, to data science, machine learning and AI. We are a truly global workforce, dual headquartered in Manchester, UK and Denver, Colorado, with expanding offices in Hyderabad, India, along with valuable remote colleagues around the world. We are keen to hear from prospective Matillioners, so even if you don't feel you match all the criteria please apply and a member of our Talent Acquisition team will be in touch. Alternatively, if you're interested in Matillion but don't see a suitable role, please email talent@matillion.com. Find out more about life on #TeamGreen here. Matillion is an equal opportunity employer. We celebrate diversity and we are committed to creating an inclusive environment for all of our team. Matillion prohibits discrimination and harassment of any type. Matillion does not discriminate on the basis of race, colour, religion, age, sex, national origin, disability status, genetics, sexual orientation, gender identity or expression, or any other characteristic protected by law.

• Meet or exceed quota while fostering strong customer relationships • Articulate the value of GitLab to our Commercial prospects and customers in the US Eastern region • Take ownership of and act as the CEO for the book of business in your territory: • Document the buying criteria & process, next steps & owners • Build a strong pipeline through a healthy cadence of prospecting activity • Prospect and close new business to expand your territory • Ensure adoption of our solutions and do your best to avoid churn and contraction • Work and collaborate with our Partner ecosystem to drive new business and value for our customers • Create an accurate forecast for each quarter against your plan/budget • Drive attendance to our events, which you will be part of to further network with current and prospective customers • Contribute to root cause analyses on wins/losses. • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team. • Contribute to documenting improvements in our sales handbook • Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process • Be the voice of the customer by contributing product ideas to our public issue tracker • Master MEDPICC and Command of the Message on all opportunities

At Yugabyte, we are on a mission to become the default transactional database for enterprises building cloud-native applications. YugabyteDB is our PostgreSQL-compatible distributed database for cloud-native apps. Resilient, scalable, and flexible, it runs on any cloud and enables developers to become instantly productive using well-known APIs.We are looking for talented and driven people to join us on our ambitious mission and help us build a lasting and impactful company.The transactional database market is estimated to grow to $64B by 2025. YugabyteDB is cloud-native by design, has on-demand horizontal scalability, and supports geographical distribution of data using built-in replication. This means that we are well-positioned to meet market demand for geo-distributed, high-scale, high-performance workloads. Join the Database Revolution at Yugabyte. Modern applications need a cloud-native database that eliminates tradeoffs and silos. YugabyteDB retains the power and familiarity of PostgreSQL by pairing its trusted API with a precision-engineered, distributed, cloud-native architecture. Even better, it’s 100% open source. Many of the world's leading enterprises are migrating from legacy RDBMSs (like Oracle, SQL Server, and DB2) to YugabyteDB, to meet their mission-critical app demands. Position Overview As a member of our EMEA Sales Team, you will have the opportunity to own key accounts within UK, Financial Services and Benelux. The ideal candidate has successfully partnered with enterprise (i.e. Fortune 500) customers in a start-up environment and is excited to make a large impact at a fast-growing company. You are an ambitious sales hunter with a successful track record of bringing in new logos and closing large, enterprise deals. Role and Responsibilities - Bring in new logos, helping build the foundation of this geography - Meet/exceed your sales quota - Own your franchise: prospecting, discovery, pricing, quoting, negotiating, and closing the deal - Manage product demonstrations with the help of Sales Engineering - Partner with Marketing to generate demand - As a member of our Americas Sales Team, you will have the opportunity to own key accounts in the South East Region. Required Experience - Deep expertise selling enterprise software in the infrastructure space (database experience preferred) - Full-cycle tech sales experience, from pipeline generation to closing skills - Coach-ability - tremendous desire to learn about distributed SQL and constantly improve in a “no-egos” environment - Entrepreneurial spirit - you’re willing to do whatever it takes to get the job done #LI-Remote Due to the Proclamation, “Restriction on Entry of Certain Nonimmigrant Workers”, which went into effect on September 21, 2025, at this time we are no longer able to sponsor new H-1B visa petitions filed after September 21, 2025 for new hires. We are still able to consider candidates who require H-1B extensions, changes of employer, or other types of work authorization. Equal Employment Opportunity Statement: As an equal opportunity employer, Yugabyte is committed to a diverse workforce. Employment decisions regarding recruitment and selection will be made without discrimination based on race, color, religion, national origin, gender, age, sexual orientation, physical or mental disability, genetic information or characteristic, gender identity and expression, veteran status, or other non-job related characteristics or other prohibited grounds specified in applicable federal, state and local laws. To review Yugabyte's Privacy Policy please visit Yugabyte Privacy Notice.