Enterprise Account Executive-Melbourne

Job description

The Role You’ll own a net-new enterprise territory in Melbourne. Most of your number comes from accounts that don’t buy from us yet. New business usually starts with a team already running ClickHouse — open source, or a Cloud account someone expensed — until a bill or a security review pushes the conversation up to the platform team and the budget owner. Common triggers: an Elasticsearch or Splunk bill that’s hard to defend, a warehouse that can’t serve a customer-facing feature fast enough, an AI product querying tens of billions of rows. You’ll carry a small set of existing accounts alongside the hunt, where growth comes from new teams inside an account that already buys from us. One team lands a workload, it works, and four other teams have a similar problem. But the bulk of this role is finding and opening accounts that aren’t on our map yet. What You Will Be Doing Own the full sales cycle for new accounts in your territory — first conversation through security review, procurement, and close, on Cloud commitments and multi-year committed spend. Build your own pipeline. Self-sourced outbound is the primary input to this territory, not a supplement to inbound. Find and convert existing ClickHouse usage in new accounts. Unmanaged open-source deployments and self-serve Cloud accounts are the highest-yield source of new pipeline in this segment. Multi-thread across the data platform team, the budget owner, security, and the executive sponsor rather than relying on a single champion. Work with your Solutions Architect through the technical evaluation. They own the technical win, you own the commercial strategy and the close. Run the procurement path: security questionnaires, legal redlines, vendor onboarding, and BYOC or private-deployment requirements, including Australian data residency where it’s required. Give your champion the internal business case — TCO comparison against the incumbent, migration plan, and risk mitigation. Grow the accounts you land by mapping the remaining teams and use cases and building an expansion plan against them. Watch consumption trends across your accounts and engage early when usage flattens or spikes. Both are signals. Keep Salesforce accurate and submit a forecast leadership can plan against. Participate in the developer community in your territory: meetups, conferences, and events across Melbourne. What You Bring 6+ years…