Enterprise Account Executive-San Francisco

The Role

You'll own a mostly greenfield enterprise territory and have a core focus on generating new logos

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.

What You Will Be Doing

Own the full sales cycle for both new and existing accounts in your territory — first conversation through security review, procurement, and close, on Cloud commitments and multi-year committed spend.

Grow your install base by landing new teams and new use cases inside accounts that already buy from us.

Own renewals and consumption commitments, working with your Solutions Architect and Support to get ahead of usage and churn risk.

Watch consumption trends across your accounts and engage early when usage flattens or spikes. Both are signals.

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.

Give your champion the internal business case — TCO comparison against the incumbent, migration plan, and risk mitigation.

Map the remaining teams and use cases in each account and build an expansion plan against them.

Keep Salesforce accurate and submit a forecast leadership can plan against, across both new business and expansion.

Participate in the developer community in your territory: meetups, conferences, and events.

What You Bring

6+ years selling technical infrastructure to enterprise buyers — databases, data platforms, cloud infrastructure, observability, or developer tooling.

A track record closing complex deals that went through security review, legal, and procurement.

Enough technical fluency to hold an architecture conversation. You don't need to write SQL, but you should be able to explain why a company moves a workload off Elasticsearch.

Experience carrying a hybrid quota — new business alongside expansion and renewal — and the discipline to work both rather than defaulting to whichever is easier that quarter.

Experience with consumption-based or usage-metered commercial models, where revenue moves with usage between contract events.

Experience selling into developer-led, bottom-up adoption as well as top-down.

Ability to orchestrate people who don't report to you — Solutions Architects, executive sponsors, partners, product managers.