Strategic Account Executive

Who you are

• The ideal candidate has established experience selling into Bay Area and West Coast enterprise accounts and is comfortable engaging customers in person as needed
• 7–10+ years of successful enterprise technology sales experience, preferably in data infrastructure, AI, analytics, cloud, database, developer platforms, or enterprise software
• Demonstrated success selling into large enterprise accounts across the Bay Area and/or broader West Coast market
• Strong existing knowledge of strategic accounts, buyers, partners, and technology ecosystems in the region
• Proven ability to generate pipeline independently, open new executive relationships, and create opportunities where demand may not already exist
• Experience selling complex technical solutions to CTOs, CIOs, Heads of Data, AI/ML leaders, enterprise architects, platform engineering leaders, and application development teams
• Strong understanding of enterprise data, AI, cloud infrastructure, database, analytics, or related technical markets. Experience with companies such as Databricks, Snowflake, MongoDB, Neo4j, Elastic, Confluent, Redis, AWS, Google Cloud, Microsoft, or AI-native infrastructure vendors is highly relevant
• Deep working knowledge of MEDDPICC, with a demonstrated ability to qualify rigorously and manage complex enterprise sales cycles
• Ability to go high and wide within global enterprise accounts, build champions, navigate procurement, and align technical validation with business value
• Strong communication skills with the ability to simplify complex technical concepts and connect them to strategic business outcomes
• High ownership mindset, strong operating cadence, and a willingness to work in a high-growth environment where pipeline creation, execution discipline, and cross-functional collaboration are critical

What the job involves

• As a Strategic Account Executive for the West Coast, you will be responsible for creating, developing, and closing enterprise opportunities across strategic accounts
• This is a highly visible role requiring strong self-generated pipeline discipline, executive-level selling skills, technical curiosity, and the ability to translate Arango’s AI and data platform value into measurable business outcomes
• You will work closely with Solutions Engineering, Marketing, Customer Success, Product, and executive leadership to identify high-value use cases, build champions, drive technical validation, and close strategic new logo and expansion opportunities
• This role is best suited for a seller who has successfully sold complex data, AI, cloud, infrastructure, database, analytics, or developer-platform solutions into large enterprise accounts
• Own a defined West Coast territory with a focus on strategic enterprise accounts, including new logo acquisition and expansion opportunities
• Build and manage a high-quality pipeline through targeted account planning, outbound prospecting, executive networking, partner leverage, and insight-led customer engagement
• Create demand in large, complex accounts by engaging technical and business stakeholders across data, AI/ML, application development, platform engineering, architecture, and executive leadership
• ApplyMEDDPICC discipline to qualify opportunities, identify business pain, align to customer metrics, build champions, understand decision processes, and drive mutual action plans
• Partner with Solutions Engineering to deliver tailored discovery, demonstrations, workshops, POVs, and technical validation plans that connect Arango’s capabilities to customer priorities
• Develop clear business cases that articulate the strategic, operational, and financial value of Arango’s platform
• Maintain strong Salesforce hygiene, including accurate activity capture, opportunity progression, next steps, close plans, pipeline quality, and forecast accuracy
• Collaborate cross-functionally with Marketing, Product, Customer Success, and leadership to support account strategy, messaging, competitive positioning, and customer outcomes
• Represent Arango in the field through customer meetings, executive briefings, industry events, partner activities, and account-based marketing motions
• Within the first 90 days, you will understand Arango’s platform, messaging, ICP, competitive landscape, sales process, and existing West Coast account priorities
• Within the first 6 months, you will have built a qualified strategic pipeline, established executive and technical relationships in priority accounts, and progressed multiple opportunities through discovery, technical validation, and mutual action planning
• Within the first 12 months, you will be expected to consistently create and close enterprise opportunities, expand Arango’s presence across strategic West Coast accounts, and contribute meaningfully to new logo and expansion revenue

Benefits

• 401(k) company-matched retirement plan
• Work from home opportunities
• Health insurance
• Remote possible and flexible work hours
• Travel and expense coverage for company-related trips & events
• Paid time off for vacation and sick leave