Role Description We’re hiring a Account Executive to own the full sales cycle across inbound and outbound opportunities. You’ll generate pipeline, advance qualified opportunities, and close new business while serving as a trusted advisor to data science, analytics, and platform/IT leaders who are standing up serious data science inside their organizations. Own - Own the full sales cycle—prospecting through close—across SMB, Mid-Market, and Commercial accounts. - Build and execute outbound prospecting plays targeting key accounts, buying personas (data scientists, analytics leaders, platform/IT), and high-intent expansion opportunities. - Monitor Qualified’s lead queue and buying signals in real time so the right prospects get a fast, well-informed response. - Run consultative discovery to understand each team’s workflow, governance constraints, technical environment, and what “good” looks like for them in 12 months. - Deliver tailored demonstrations that connect Posit Workbench, Posit Connect, and Posit Package Manager to concrete customer use cases. - Develop account strategies, map buying committees, and build executive relationships that move complex, multi-stakeholder cycles forward. - Lead proposals, commercial negotiation, procurement, and legal—closing business cleanly and on terms both sides can live with. - Keep a healthy pipeline with disciplined opportunity management, honest forecasting, and consistent Salesforce hygiene. - Provide reliable weekly forecasts, commit/upside calls, and pipeline insights to sales leadership. - Consistently hit and exceed monthly, quarterly, and annual revenue targets. Assist - Partner closely with Qualified to convert high-intent inbound opportunities and get the most out of every AI-generated handoff. - Co-sell with our ecosystem partners—Databricks, Snowflake, AWS, Microsoft, and Google—to meet customers where they already work and accelerate time-to-value. - Use structured qualification (MEDDIC, MEDDPICC, or similar) in collaboration with sales leadership to validate opportunity quality, stakeholder alignment, business impact, and purchasing timelines. - Work across Solutions Engineering, Customer Success, Marketing, Product, and Leadership to deliver one continuous customer experience. - Bring customer signal back inside the company—what’s landing, what isn’t, what we’re missing—to sharpen messaging, qualification, and our go-to-market motion. Teach - 2+ years of full-cycle SaaS sales experience with a clear track record of exceeding quota in Commercial segments. - Demonstrated success running both inbound and outbound motions, including self-generated pipeline. - Experience selling complex software to a mix of technical and business stakeholders. - Strong consultative selling skills: you can uncover the real problem, build a credible business case, and guide a buying committee to a decision. - Fluency with a qualification framework such as MEDDIC, MEDDPICC, Challenger, or similar. - Sharp verbal, written, and presentation skills—comfortable with individual contributors and with executive decision-makers. - Disciplined forecasting and CRM craft, including Salesforce, Gong, and modern sales engagement platforms. - Highly organized and self-motivated, with the temperament to thrive in a fast-paced, remote-first environment. Learn - Experience using AI-powered sales tools and automation to lift productivity and conversion. - Genuine curiosity for data science, analytics, developer tooling, and how engineering teams adopt new infrastructure. - Experience selling data, analytics, developer, infrastructure, or technical platform products. - Prior experience with Qualified, Drift, or other AI-powered conversational sales platforms. - Familiarity with open-source data science tools—R, Python, Quarto, Shiny, the tidyverse—or comfort getting up to speed quickly. - Experience selling to technical buyers: data scientists, analysts, engineers, architects, and IT/platform leaders. - Experience inside product-led growth motions and driving free-to-paid conversion. - Track record of mentoring newer reps or contributing to sales process and playbook improvements. Benefits - Competitive compensation with extensive human-first, people-focused benefits to prioritize your personal and financial well-being. - 100% of medical, dental, and vision insurance premiums are covered for employees and their families. - Fertility and gender-affirming healthcare is included in all of our plans. - Supplemental mental health and wellness benefits are available via Ginger. - Gender-neutral paid parental leave policy covers all new parents, including foster and adoptive parents. - 401k enrollment starting on day one with a substantial yearly match after six months of employment. - Annual profit-sharing bonus for employees recognizing contributions to company performance. - 100% distributed team with an option to work in the Boston office. - $400 monthly reimbursement for coworking space rental. - Lifestyle Savings Account with an initial deposit and quarterly stipend for professional development and wellness. - Flexible environment with a generous vacation policy encouraging a minimum of four weeks PTO per year plus 15 paid company holidays.

• Own and manage the full sales cycle, from lead stage to close • Act as a trusted advisor to prospects and customers • Drive proof-of-concept efforts • Stay on top of product updates and industry trends • Build long-term customer relationships • Negotiate pricing and deal terms • Bring customer insights back to product and engineering teams • Help define and iterate on our sales playbook

• Prospecting for net new accounts, greenfield building, and developing relationships with existing customers • Managing and creating demand for expansion on existing customers to widen the footprint of Collibra within these accounts • Managing complex deal cycles, from lead origination to stakeholder mapping, through negotiation to close and expansion • Successfully collaborating with customers, partners, and peers in a consultative sales process where you will identify value and ROI to support customer's needs • Reliable, accurate forecasting, with Salesforce updates reflective of real-time activity

• Serve as the primary point of contact and fully manage an Enterprise territory account list • Achieve sales goals and meet activity quota requirements • Prospect for self-generated opportunities within your book of business for highly qualified and credible pipeline and respond to inbound demo requests • Demo Muck Rack at meetings, on calls and at events • Negotiate contracts and close deals