Senior Account Executive II, Major Accounts - New York, United States - Collibra

Description

Join Collibra's Sales team as a Senior Account Executive II, Major Accounts

Make an impact at Collibra by fueling Collibra's growth in your assigned territory and be the guiding force behind bringing Collibra's value and vision to customers and prospects.

As part of our dedicated Major Accounts team, you will manage some of Collibra's largest customers and prospects in greenfield territory and expansion.

In this role, you will use your knowledge in Enterprise SaaS sales to establish trusted and credible relationships, build Collibra's brand and awareness around our solution, and serve as a Data Intelligence advisor throughout the customer journey, driving demand, adoption and expansion for Collibra solutions within your territory.

Senior Account Executives, Major Accounts are responsible for

Generating new business from existing accounts and closing net new business in greenfield territories - hybrid of expansion and net new logo sales in your designated region
Managing complex deal cycles, from lead origination to stakeholder mapping and management, through to negotiation, closes, and expansions
Consistently closing net-new business and expansions by leveraging a "land-and-expand" strategy
Successfully collaborating with customers, partners, and peers in a consultative sales process where you will identify value and ROI to support customer's needs
Repeatable, accurate forecasts and commits, reflective of real-time Salesforce activity

You have

Consistently achieved or overachieved your sales quota and all metrics associated with your role
Hunter/Farmer mentality - experience in prospecting and closing net new logos as well as expanding existing relationships effectively
Quarterbacked complex sales cycles with multiple external technical and business stakeholders, as well as managing all internal stakeholders and approvals throughout the process
Experience building relationships with and selling to C-level buyers in large enterprise accounts
Managed consultative sales processes, with value-based impacts and outcomes
10 + years of quota bearing sales and account management experience, data ecosystem and SaaS preferred
Attention to detail related to proactive CRM, pipeline, and forecasting hygiene
A bachelor's degree or equivalent related working experience is required
This position is not eligible for visa

You are

Known for your integrity and commitment to the customer
Composed, resourceful, and focused in high-growth environments
Adaptive, accountable, and execution-oriented
A precise communicator and persuasive negotiator
Proud of your work and aim for excellence

Measures of success

Within your first three months, you will understand and be comfortable presenting Collibra's Data Intelligence message to prospects and engaging with your customers to identify value aligned to key mission initiatives
Within your third month, you will be closing existing pipeline opportunities while also building out your own pipeline, having mapped key prospect initiatives and programs to a pursuit and engagement plan within your overall account plan
Within your first six months, you will be landing key beachheads within priority target accounts and establishing trusted relationships with key governance, analytics and data management executives within your defined territory

Compensation for This Role

The standard base salary range for this position is $140,000 - $175,000 per year. This position is eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including, but not limited to, experience, skills, and location.

In addition to base salary, we offer equity ownership at every level, bonus potential, a Flex Fund monthly stipend, pension/401k plans, and more.

Benefits at Collibra

Collibra recognizes and values that everyone has different needs, interests, and life goals.

We built our {Be}well benefits program with flexibility in mind to support you and your loved ones through a diverse range of circumstances and life events.

These flexible offerings sit on a foundation of competitive compensation, health coverage, and time off.

Professional Development

Collibrians are ambitious and inventive, and we want to develop our skills individually and as a team. You'll have access to development opportunities, as well as other rewards and recognition programs to help grow your career.

Health Coverage

We strive to remain locally competitive and globally equitable. This means comprehensive offerings including medical, dental, vision, and mental health benefits for you and your family.

Paid Time Off and Flexibility

We provide unlimited paid time off, global leave policies for a variety of personal and family circumstances, company-wide wellness days off throughout the year, meeting-free Wednesdays, and a flexible culture to help balance your work and your life.

Diversity, Equity, and Inclusion

We create inclusion and belonging through how we onboard, meet, connect, engage, and communicate. Learn more about at Collibra.

Learn more about .

At Collibra, we're proud to be an equal opportunity employer - which ties directly to our core value, "open, direct, and kind." We realize the key to creating a company with a world-class culture and employee experience comes from who we hire and creating a workplace that celebrates everyone.

With this, we proudly consider qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, sexual orientation, pregnancy, sex, gender identity, gender expression, genetic information, physical or mental disability, HIV status, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status or any other legally protected category.

If you have a need that requires accommodation, let us know by completing our .

A Sales Compensation Manager at Collibra is responsible for

Oversee monthly, quarterly, and annual commission and bonus calculations for global sales and support teams, ensuring timely and accurate payouts in line with Collibra's plans and policies.

Work closely with Xactly contractors to manage and optimize the Xactly incentive compensation system, including the design, maintenance, and implementation of sales commission plans.

Serve as the subject matter expert on commission plans, effectively communicating the rationale and calculations to stakeholders and providing research for dispute resolution and escalation handling via Jira support desk.

Coordinate the preparation, distribution, and management of compensation agreements, ensuring legal compliance.
Establish and enforce policies and procedures that align with business objectives, maintaining best practices and controls with up-to-date documentation.
Collaborate with the accounting team to provide accurate monthly accrual data.
Develop onboarding materials, FAQs, and training resources to educate on compensation programs.
Provide analytical support for various incentive-related matters, including exception management, reporting, and process development.

Contribute insights and analyses to aid in the evolution of sales compensation plan designs, policies, and strategic decisions regarding resources and investments.

You have

A bachelor's degree or equivalent related working experience is required
At least 3-5+ years of experience in a similar role at a similar stage, pre-IPO company
2+ years of Xactly Incent hands-on experience is highly desirable
Advanced knowledge of sales incentive programs in SaaS business models and B2B channels for direct and indirect sales
Expertise in compensation plan administration, with an ability to identify areas of improvement
This position is not eligible for visa sponsorship

You are

Strong communication skills and comfort presenting to senior leadership, with an ability to effectively collaborate with business partners and proactively communicate across locations
High attention to detail, strong work ethic, a can-do attitude, and an ability to meet tight deadlines
Experience in a management role in Finance, Operations, Business Development, or other related fields
Strong project management skills to move projects/tasks forward

Measures of success

Within your first month, you will have a thorough understanding of Collibra's incentive plans, become proficient in the Xactly process, and familiarize yourself with the monthly commission cadence.

Within your third month, you will master the commission and bonus calculations, offer strategic improvements to compensation plans, forge pivotal relationships with key stakeholders, and effectively lead your analyst, ensuring precision, timely payouts, and collaborative problem-solving.

Within your sixth month, you will lead key enhancements to the compensation system, establish yourself as a sales compensation expert, autonomously oversee comprehensive incentive programs, and actively contribute to the next year's planning cycle, driving strategic alignment and operational excellence.

Compensation for this role

The standard base salary range for this position is $100,000 - $130,000 per year. This position is not eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including, but not limited to, experience, skills, and location.

In addition to base salary, we offer equity ownership at every level, bonus potential, a Flex Fund monthly stipend, pension/401k plans, and more.

Benefits at Collibra

Collibra recognizes and values that everyone has different needs, interests, and life goals.

We built our {Be}well benefits program with flexibility in mind to support you and your loved ones through a diverse range of circumstances and life events.

These flexible offerings sit on a foundation of competitive compensation, health coverage, and time off.

Professional Development

Collibrians are ambitious and inventive, and we want to develop our skills individually and as a team. You'll have access to development opportunities, as well as other rewards and recognition programs to help grow your career.

Health Coverage

We strive to remain locally competitive and globally equitable. This means comprehensive offerings including medical, dental, vision, and mental health benefits for you and your family.

Paid Time Off and Flexibility

We provide unlimited paid time off, global leave policies for a variety of personal and family circumstances, company-wide wellness days off throughout the year, meeting-free Wednesdays, and a flexible culture to help balance your work and your life.

Diversity, Equity, and Inclusion

We create inclusion and belonging through how we onboard, meet, connect, engage, and communicate. Learn more about at Collibra.

Learn more about .

At Collibra, we're proud to be an equal opportunity employer - which ties directly to our core value, "open, direct, and kind." We realize the key to creating a company with a world-class culture and employee experience comes from who we hire and creating a workplace that celebrates everyone.

With this, we proudly consider qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, sexual orientation, pregnancy, sex, gender identity, gender expression, genetic information, physical or mental disability, HIV status, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status or any other legally protected category.

If you have a need that requires accommodation, let us know by completing our .

#LI-RM1

As a company with diverse global roots, we celebrate every Collibrian's individuality.

Regardless of your race, age, religion, national origin, sexual orientation, or gender identity, Collibra is proud to be an equal opportunity workplace.

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