• 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. • Maintain healthy pipeline coverage through consistent outbound activity, driving to exceed 3x coverage ratios • Execute 6–12 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