Job description

SLSQ327R510 While candidates in the listed location(s) are encouraged for this role, candidates in other locations will be considered. As a State & Local Government (SLG) Account Executive, you own a dedicated geographic territory and are responsible for originating, advancing, and closing complex enterprise deals within government agencies that operate under statutory procurement frameworks, multi-layered buying committees, and extended decision timelines. Success in this role is not primarily a function of relationship volume or activity count. It is a result of deep domain fluency, process-aware strategy, and the ability to navigate institutional complexity over extended periods of time. You will operate as a trusted peer to career government leaders, not as a vendor waiting to be pulled forward. You know how to sell innovation and change through the art of the possible and can guide deals forward to compress decision cycles. Along with the chance to close exciting deals, we also offer accelerators above 100% quota attainment. The impact you will have: Manage complex sales-cycles and present to C-level executives. Close net new accounts. Identify and close quick, small wins while managing longer, complex sales cycles Exceed activity, pipeline, and revenue targets. Track all customer details including use case, purchase time frames, next steps, and forecasting in Salesforce. Use a solution-based approach to selling and creating value for customers Promote the Databricks Data Intelligence Platform, leveraging open-source technologies including Apache Spark™, Delta Lake, and MLflow to drive data and AI transformation.. Prioritize strategic opportunities and apply appropriate opportunities What we look for: Demonstrated ability to thrive in a fast-paced, high-growth environment and build out greenfield public sector territories. 5+ years of field sales experience, with a minimum of 3 years selling specifically to state and/or local government accounts. Demonstrated track record of closing deals in a regulated procurement environment Proven ability to navigate multi-stakeholder buying committees and align competing priorities. Strong executive presence and the ability to engage credibly with Commissioners, Secretary’s, CFOs, CIOs and Program Leaders. Strong track record of delivering measurable business value to customers. Background in big data, cloud, AI/ML or SaaS sales–ideally selling data and analytics platforms to the government. Bachelor’s degree. Pay Range Transparency Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected base salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipated utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here . Zone 1 Pay Range $220,100 — $302,600 USD Zone 2 Pay Range $220,100 — $302,600 USD Zone 3 Pay Range $220,100 — $302,600 USD Zone 4 Pay Range $220,100 — $302,600 USD About Databricks Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn , X , YouTube , and Instagram . Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here . Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

Requirements

Must-haves

While candidates in the listed location(s) are encouraged for this role, candidates in other locations will be considered.
Manage complex sales-cycles and present to C-level executives.
Close net new accounts.
Identify and close quick, small wins while managing longer, complex sales cycles
Exceed activity, pipeline, and revenue targets.
Track all customer details including use case, purchase time frames, next steps, and forecasting in Salesforce.
Use a solution-based approach to selling and creating value for customers
Promote the Databricks Data Intelligence Platform, leveraging open-source technologies including Apache Spark™, Delta Lake, and MLflow to drive data and AI transformation..
Prioritize strategic opportunities and apply appropriate opportunities
Demonstrated ability to thrive in a fast-paced, high-growth environment and build out greenfield public sector territories.
5+ years of field sales experience, with a minimum of 3 years selling specifically to state and/or local government accounts.
Demonstrated track record of closing deals in a regulated procurement environment
Proven ability to navigate multi-stakeholder buying committees and align competing priorities.
Strong executive presence and the ability to engage credibly with Commissioners, Secretary’s, CFOs, CIOs and Program Leaders.
Strong track record of delivering measurable business value to customers.
Background in big data, cloud, AI/ML or SaaS sales–ideally selling data and analytics platforms to the government.
Bachelor’s degree.
Our Commitment to Diversity and Inclusion

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aiml

Platform: greenhouse
Effort: quick