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SingleStore is seeking an experienced Enterprise Account Executive to drive new customer acquisition in California. This is a true hunting role focused on identifying and closing greenfield enterprise opportunities where AI applications face constraints around data access, real-time context, memory retrieval, or operational scale.
You will own a broad territory and build a self-sourced pipeline by prospecting across a large account universe using proactive outbound, account-based, and market-education motions. Your responsibilities include forming account hypotheses, mapping buying centers, and earning first meetings with tailored points of view. You will engage multiple stakeholder types—executive, business, technical, security, and procurement—throughout complex sales cycles.
Key responsibilities include building and executing territory strategy for net-new customer acquisition; conducting fearless prospecting with resilience through rejection; leading business-first discovery that connects AI and data challenges to fundable goals; building quantified ROI, TCO, or operational-impact cases; developing champions and multi-threading the buying group to earn executive and economic-buyer access; leading deals through technical validation, security, legal, procurement, and negotiation; and partnering with Solutions and Forward Deployment Engineers to validate technical fit and establish first production workloads.
You will maintain disciplined activity management, CRM hygiene, reporting, qualification, and forecasting while showcasing clear metrics such as pipeline created, meetings, conversion, quota attainment, and new-logo performance. The role requires AI fluency—using AI and research tools productively while applying judgment and validating outputs. Travel within the assigned territory is required.
SingleStore is positioned at the intersection of AI and data infrastructure, and this role offers the opportunity to break into AI selling while driving meaningful enterprise outcomes.
REQUIREMENTS:
- 5+ years of quota-carrying B2B enterprise software sales experience, ideally selling to large or technically sophisticated organizations; experience in data, cloud, analytics, AI, or adjacent technical domains is a plus
- Repeated, quantified quota success with clear ownership of new-logo wins and self-sourced pipeline
- Experience closing complex, multi-stakeholder deals involving executives, technical evaluators, security, legal, finance, procurement, and partners
- Ability to sell measurable business outcomes and build ROI, TCO, or operational-impact cases
- Technical fluency in an adjacent domain such as databases, data infrastructure, analytics, AI/ML, cloud, Kubernetes, developer tools, cybersecurity, observability, or open-source software
- Strong qualification, account planning, forecasting, CRM, negotiation, and deal-management skills
- Learning velocity and coachability, demonstrated through specific behavior change after feedback; ability to explain technical concepts clearly to technical and executive audiences
- Executive presence, customer trust, resilience, intellectual honesty, and excellent communication skills
- B.A., B.S. degree or equivalent in a related field
- Preferred: Experience with Fortune 500 or security-sensitive organizations, cloud ecosystems, open-source or consumption-based products, or emerging categories
