• Prospecting, qualifying, selling and closing new business to state and local public sector. • Account and Customer Relationship Management, Sales and Software License, Services Revenue and Subscription Revenue. • Achievement / exceed quota targets for both On Premise and Cloud software, Services and Renewals. • Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. • Establish strong relationships based on knowledge of customer requirements and commitment to value. • Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. • Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. • Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. • Maintain CRM system with accurate customer and pipeline information.

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.

• Develop and execute a strategic sales plan to grow HDPE sheet sales within an assigned territory or customer segment. • Identify, qualify, and close new business opportunities with distributors, OEMs, fabricators, and industrial end-users. • Manage and expand existing customer accounts by understanding application needs, pricing requirements, and growth opportunities. • Serve as the primary point of contact for customers, providing product knowledge, commercial guidance, and ongoing account support. • Collaborate cross-functionally with Operations, Product Management, Engineering, and Customer Service to ensure customer requirements are met. • Effectively communicate HDPE sheet product capabilities, grades, sizes, and performance attributes to customers. • Negotiate pricing, contracts, and terms within established guidelines to maximize margin and long-term value. • Track sales activity, pipeline, and forecasts using CRM tools; maintain accurate and timely records. • Monitor market trends, competitive activity, and customer feedback to support continuous improvement and product development. • Represent the company at trade shows, customer visits, and industry events as needed.

Role Description This role is built for sellers who know how to change customer thinking and move deals forward—not wait for perfect alignment or hide behind process. As an Account Executive, you will manage the entire sales cycle, including new deals and expansion opportunities, for enterprise and upper mid market customers. You’ll close transformation deals that typically range from $50,000 to $200,000 annually, with a clear path for ongoing growth and expansion. You’ll sell Scaled Agile’s enterprise solutions by challenging how customers approach Agile, AI adoption, Lean Portfolio Management, and organizational change—helping leaders move from stalled intent to decisive action. This is a high-autonomy role for someone who thrives in messy buying environments, where urgency must be created, value must be quantified, and decisions rarely arrive fully formed. What You’ll Do - Lead insight-driven sales conversations - Teach customers something new about the risks of the status quo and the opportunity cost of delaying enterprise change. - Expand accounts intentionally - Actively engage with your designated strategic accounts to deeply understand their business needs and deliver a personalized SAFe experience, ensuring their satisfaction, success, retention, and growth. - Own the full deal lifecycle - Prospect, qualify, advance, negotiate, and close $50K–$200K opportunities with discipline and urgency. - Create momentum in mid-sized enterprise deals - Drive opportunities forward when buyers are uncertain, divided, or overloaded—keeping deals moving without over engineering them. - Navigate real buying groups - Engage directors, VPs, and executives across technology, product, finance, and transformation roles—aligning stakeholders without waiting for consensus. - Build business cases that resonate - Translate Agile and AI transformation into economic, operational, and leadership outcomes that buyers care about. - Collaborate across teams - Work closely with marketing, partners, and delivery to ensure deals close cleanly and customers launch successfully. - Represent Scaled Agile externally - Engage in industry events and conversations where credibility and point of view matter more than product demos. Qualifications - 2+ years of quota-carrying experience in B2B sales, ideally in technology, services, or transformation-focused offerings. - 2+ years of account management experience, leveraging existing contacts to build a substantial book of business. - End to end sales cycle management, owning the entire sales process, from prospecting and qualifying leads to closing new business. - Proven success closing $50K–$200K deals with multiple stakeholders. - Comfort leading conversations with directors, VPs, and executive sponsors. - Strong discovery and qualification skills—you know when a deal is real. - Ability to create urgency without being pushy. - Experience collaborating with partners or internal specialists to advance deals. - Consistent record of meeting or exceeding targets. - Familiarity with Agile, AI, or organizational change concepts (you don’t need to be an expert—you need to be credible). About You - You’re confident, curious, and comfortable challenging customer assumptions. - You know rapport is earned through insight, not likability. - You simplify complexity and help buyers make decisions. - You adapt your message naturally to different audiences. - You take ownership of your pipeline, your deals, and your outcomes. - You care deeply about customer results, not just closing the deal. Additional Information Where you’ll be working: We proudly support a collaborative remote environment for our globally distributed teammates, while also using our Boulder office as a resource. #LI-Remote Compensation: Scaled Agile is committed to fair and equitable compensation practices. The annual on-target compensation range for this role is $120,000 to $210,000, including base salary and any related variable compensation. Final compensation for this role will be determined by various factors such as a candidate's relevant work experience, skills, industry knowledge, certifications, and location. Wondering if you should apply? As a company that helps organizations embrace and turn change into opportunity, we’re looking for teammates with diverse experiences who thrive on applying their knowledge in new ways. You don’t need to meet every listed qualification to apply. If you’re motivated by an iterative approach to growth, learning, collaboration, and relentless improvement, we want to hear from you. Work Differently. Build the Future.