Senior Account Executive

Job description

Great Expectations’ mission is to revolutionize the speed and integrity of data collaboration. Our software, Great Expectations, is the leading open source platform for data testing, documentation, and profiling. Data teams all over the world use Great Expectations to instrument and understand their data and machine learning pipelines.

This is an exciting time at GX. Our open source community continues to grow rapidly, and this year we launched our beta product and are on track to launch our first cloud offering. In this evolving Senior Account Executive role, you will begin by partnering with the VP GSM and existing team members to establish and elevate the Sales function into a highly impactful department in the company. As the Sales function develops and this individual demonstrates the expert level sales knowledge, capability and interest, there is the opportunity for this role to expand and grow.

Your primary responsibilities include:

  • Act as a player-coach for other team members, elevating them in their roles to elevate the whole team

  • Be a strong advocate for best sales practices, including coaching and mentoring others on how to best develop and close sales leads.

  • Own the GX CRM, making it a valuable and reliable resource for the organization, including operations, reporting and integration of product analytics.

  • Maintain and expand a healthy pipeline of high potential sales leads for both new users and expansion within existing accounts.

  • Iterate nurture campaigns across pipeline to improve effectiveness

  • Be responsible for (i.e. maintain, refine and elevate) our playbooks, including actionable strategic plays based on learnings from leads and customers

  • Partner with VP GSM to grow and expand the Sales function at GX

  • Cultivate a culture of KPIs and Metrics

  • Integrate customer success into our customer journey

In the first 6 months you will:

  • Work with VP GSM & Team to build strong team identity and shared objectives

  • Utilize our playbooks to identify high potential inbound leads, qualify SQLs, nurture relationships through retention, seamlessly transition relationships to/from Founder around closing sales.

  • Integrate team and customer learnings from across the organization to refine our playbooks

  • Build and refine communication modes to share customer feedback (e.g. summaries, insights, details, etc)

  • Work with the existing Sales team to represent the Sales function at company-wide “Mission Control” meetings, ensuring key insights, accomplishments, blockers and requests are surfaced.

  • Work closely with Product & Marketing to create sales collateral and give input to marketing materials

  • Shadow the Founders as they build relationships and close deals to identify improvement opportunities & share learnings.

Why join Great Expectations?

Glad you asked! We offer…

  • A world-class team, with deep roots in open source, cutting-edge software, and data development. We’re backed by some of the best open source and data infrastructure investors in the industry (Index, CRV, and Root Ventures) and are actively cultivating a new cultural blend of excellent data engineering and AI-enabled technical workflows.

  • A fast-growing company with lots of opportunity for learning and personal growth.

  • A front-row seat to the rapid evolution of data science and engineering. Data work is going through a renaissance, and—as the leading provider of a key piece in the new technology ecosystem—GX is right in the middle of it.

  • A kind, curious, and open-minded company culture. We’re always seeking ways to improve ourselves and our processes; and we keep these conversations open to the whole team. We prioritize empowering our team members rather than a command and control hierarchy.

  • A distributed team with lots of flexibility around timing and individual work preferences. We currently have teammates in Arizona, California, Colorado, Delaware, Florida, Georgia, Illinois, Maryland, Massachusetts, Michigan, Missouri, New Hampshire, New Jersey, New York, North Carolina, Oregon, Texas, Utah, Vermont, Virginia, Wisconsin, and Washington. We’d love to add your state.

  • And of course, competitive compensation (base salary + equity package) with available medical, dental, vision insurances, plus a 401(k) with 5% employer match.

The salary range for this role is $120,500-$191,000 plus equity. Our offers are made by taking into account the skill level, experience and location of the specific candidate. In addition to our compensation package, we offer a competitive suite of benefits.

Job requirements

What you bring:

  • Five (5) to seven (7) years of sales experience as a B2B account manager or sales manager in the enterprise segment

  • Familiar working in a dev-first sales environment where developers are the champion

  • Experience with tightly integrating product analytics with free tier/free trial into pre-/and post-sale playbooks

  • Experience with a sales motion where account expansion is as important or more important than initial sale

  • Experience impacting the Customer Success function in a B2B SaaS environment

  • Experience collaborating with Developer Relations team to transform consultative elements of the sale process into transactional elements using pre-sales developer advocacy and education

  • Experience developing, executing and reporting on sales strategies & their effectiveness

  • Experience with the implementation and continued use of a repeatable sales process and related playbooks - BANT, MEDDIC, etc.

  • Success closing new accounts and upselling and expanding existing accounts within big data, Cloud, or SaaS sales

  • Ability to identify relevant influencers and decision-makers in the companies and build strong personal relationships with them

  • Experience driving alignment with supporting teams in Customer Success and Solutions Engineering

  • Demonstrated ability to communicate, present and influence credibly and effectively at the enterprise level, from executives to product teams

  • Experience administering Salesforce, Hubspot and Gong

  • Previous experience working at a fast-paced, small startup environment

It’d be nice if you also had:

  • Experience leading team through a transition from beta through scaling up use via self-serve sign-up

  • Experience with CRM migration

If you don’t think you meet all of the criteria but are still interested in the job, please apply. Nobody checks every box—we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others.


Great Expectations is an Equal Opportunity Employer. In compliance with Federal law and the Federal Acquisition Regulation (FAR) 22.1800, the selected candidate will be required to provide documentation that will verify their identity and eligibility to work in the United States.

Please note that while the position is remote, we currently require applicants to be located in the United States and cannot offer visa sponsorship at this time.