Commercial Account Executive - East

Be Part of Building the Future Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises, including Maersk, Amazon, Regeneron, NetApp, and S&P Global. Customers rely on Dremio for cloud, hybrid, and on-prem lakehouses to power their data mesh, data warehouse migration, data virtualization, and unified data access use cases. Based on open source technologies, including Apache Iceberg and Apache Arrow, Dremio provides an open lakehouse architecture enabling the fastest time to insight and platform flexibility at a fraction of the cost. Learn more at www.dremio.com. About the role As a Commercial Account Executive at Dremio, you will be 100% focused on selling Next Gen Dremio Cloud (SaaS) to commercial customers (sub-4,000 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. What you’ll be doing 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 What we’re looking for 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 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 #LI-remote 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