Sales Director - Federal
Dremio
Be Part of Building the Future
Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises, including Maersk, Amazon, Regeneron, NetApp, and S&P Global. Customers rely on Dremio for cloud, hybrid, and on-prem lakehouses to power their data mesh, data warehouse migration, data virtualization, and unified data access use cases. Based on open source technologies, including Apache Iceberg and Apache Arrow, Dremio provides an open lakehouse architecture enabling the fastest time to insight and platform flexibility at a fraction of the cost. Learn more at www.dremio.com.
About the role
Dremio is The Easy and Open Data Lakehouse, providing self-service analytics with data warehouse functionality and data lake flexibility across all of your data. Dremio increases agility with a revolutionary data-as-code approach that adopts Git concepts to enable data experimentation, version control, and governance. In addition, Dremio breaks down data silos by simplifying ingestion into the lakehouse, and also allowing queries directly on databases and data warehouses. All of this is available through a fully managed service that not only eliminates the need to maintain infrastructure and software, but also automatically optimizes the data in the lakehouse to maximize performance for every workload.
Founded in 2015, Dremio is headquartered in Santa Clara, CA. Investors include Cisco Investments, Insight Partners, Lightspeed Venture Partners, Norwest Venture Partners, Redpoint Ventures, and Sapphire Ventures. For more information, visit www.dremio.com. Connect with Dremio on GitHub, LinkedIn, Twitter, and Facebook.
Dremio is seeking its first salesperson to specifically focus on the US federal sector. As the lead on the Federal Account team, you will develop and execute a strategic business plan specific to the public sector, focusing on federal best practices. Examples include: identifying core customers, mapping the benefits of Dremio's solution to business requirements, and fostering a long term, sustainable, and mutually rewarding relationship. This is your opportunity to be part of something intellectually stimulating, fast paced, and lead Dremio into a new market segment while earning the financial rewards throughout the journey.
What you’ll be doing
- Building the federal market from scratch
- Contribute to the sales strategy both direct and indirect
- Assist in the development of specific marketing plans with the marketing team
- Achieve sales quotas for allocated accounts on a quarterly and annual basis
- Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Dremio solution.
- Prospect qualification and the development of new sales opportunities and ongoing revenue streams.
- Arrange and conduct initial Executive and CxO discussions and positioning meetings.
- Sales process management and opportunity closure
What we’re looking for
- 15+ years selling enterprise software solutions
- 10+ years in the federal sector
- Background in selling DB, BI, Analytics, DW, Big Data, Infrastructure or cloud data solutions
- Ability to operate independently in an entrepreneurial environment
- Experience building relationships within the Civilian and Defense/Intelligence Community
- Deep rooted knowledge and experience working within the Federal space
- Track record of prospecting into large Federal agencies while running an efficient sales process
- Located in the Washington DC Area
- TS/SCI preferred
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What we value
At Dremio, we hold ourselves to high standards when it comes to People, Thinking, and Action. Our Gnarlies (that's what we call our employees) communicate with clarity, drive accountability, and are respectful towards each other. We confront brutal facts and focus on results while operating with a sense of urgency and building a "flywheel". People who like to jump in and drive momentum will thrive in our #GnarlyLife.
Dremio is an equal opportunity employer supporting workforce diversity. We do not discriminate on the basis of race, religion, color, national origin, gender identity, sexual orientation, age, marital status, protected veteran status, disability status, or any other unlawful factor.
Dremio is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request accommodation due to a disability, please inform your recruiter.
Dremio has policies in place to protect the personal information that employees and applicants disclose to us. Please click here to review the privacy notice.
Important Security Notice for Candidates
At Dremio, we uphold trust and transparency as paramount values in all our interactions with customers, partners, employees, and the general public. We have been targeted by individuals creating fake domains similar to ours to scam prospects and candidates. Please note that all official communications from us will be from an @dremio.com domain. If you suspect you've been targeted by a scam, it's imperative to report the incident to your local law enforcement agencies. For more information about this type of scam, please refer to Dremio's official statement here.