About the role

Starburst Data is seeking driven Mid-Market Account Executives (MM AE) to accelerate our growth within the mid-market segment (companies with under $2 billion in revenue). As an MM AE, you will be a key player in driving new customer acquisition and expanding our footprint within existing accounts. You will be responsible for full-cycle sales, from initial outreach to closing deals, with a focus on our Ideal Customer Profile (ICP). This role requires a strong understanding of the data landscape and the ability to articulate the value of Starburst's solution.
This role offers a unique opportunity to join a high-growth company at the forefront of Data & AI initiatives. If you are a results-oriented sales professional with a passion for data and a proven track record of success, we encourage you to apply.

As a Mid-Market Account Executive at Starburst you will:

• Drive Revenue Growth: Achieve quarterly and annual sales targets by effectively managing your pipeline and closing deals.
• Manage Inbound & Drive Outbound: Manage inbound leads (website, forms, MQLs) and proactively develop outbound campaigns to target commercial prospects. Guide potential customers through the product exploration process.
• Increase Product Adoption & Retention: Drive product adoption and retention within existing accounts by identifying new use cases, addressing onboarding challenges, and promoting feature adoption.
• Strategic Customer Advisor: Serve as a trusted advisor to customers, understanding their business objectives and aligning Starburst solutions to meet their growth initiatives.
• Build Strong Relationships: Cultivate and expand relationships within customer accounts to strengthen partnerships and create long-term value.
• Full Sales Cycle Ownership: Manage the entire sales cycle, from prospecting and qualification to negotiation and close, consistently winning new logos.
• Accurate Forecasting & Collaboration: Accurately forecast sales activity, communicate effectively with internal stakeholders, and collaborate seamlessly with cross-functional teams, including Solution Architects, Product, Sales Development and management.
• Data-Driven Approach: Leverage data and tools such as Starburst, Salesforce, and Tableau to track progress, analyze performance, and optimize sales strategies.

Some of the things we look for:

• Proven Closer: You consistently exceed quotas and have a track record of closing deals, ideally in data infrastructure, analytics, or software.
• Strategic Account Planner: You develop and execute effective account plans to drive sales.
• Technically Adept & Executive-Focused: You thrive in fast-paced technical environments and confidently sell to C-level executives and across business units.
• Collaborative & Driven: You're gritty, humble, curious, and optimistic, contributing to a positive team environment.
• Education: You have a college degree or equivalent experience.

Where could this role be based?

• Boston, MA