Account executive in UK public sector

Databricks is looking for an Account Executive to own and grow some of our most strategic Public Sector customers in the UK government delivering against their core missions. You will inherit an established portfolio of strategic government accounts, with a clear mandate to protect and expand that base while building new relationships across departments and agencies we do not yet serve. This is a succession role: you will step into relationships and momentum that already exist, building trust quickly with current stakeholders while developing your own view of where Data and AI can help solve the sector's most important challenges.

• Take ownership of an existing portfolio of strategic government accounts, maintaining continuity with current stakeholders and expanding usage of the Databricks Intelligence Platform.
• Build and execute a go-to-market plan for the territory, prioritising the departments, agencies, use cases, and partners most likely to create sustainable growth.
• Identify and pursue net-new opportunities across departments and agencies not yet engaged with Databricks, building pipeline alongside your existing portfolio.
• Develop a clear view of national and departmental priorities and translate them into compelling Data and AI value propositions, executive conversations, business cases, and qualified opportunities.
• Use data and evidence to continuously refine your territory strategy, testing assumptions about where demand exists and which use cases resonate, and changing course when the evidence tells you to.
• Map and engage the full range of buying centres within each account, building champions, guiding opportunities forward, and compressing decision cycles.
• Run a consumption-led sales motion, using demand plans to prioritise the highest-value use cases in each account and grow usage over time rather than closing one-off deals.
• Manage a portfolio that spans quick wins and longer, complex public-sector sales cycles simultaneously.
• Build and defend a strong renewal and expansion motion within existing accounts as a foundation for new growth.
• Orchestrate cross-functional and partner resources, including professional services, training, systems integrators, and hyperscaler co-sell teams, to maximise account impact.
• Represent Databricks credibly with senior government stakeholders, acting as a trusted advisor who puts customer outcomes first.

• A strong track record of quota attainment or over-achievement selling into public-sector accounts.
• Demonstrated ability to build a territory-level go-to-market strategy from first principles, reasoning from the fundamentals of how the sector works rather than importing a playbook from somewhere else.
• Experience managing an existing account portfolio through a transition, building trust quickly with inherited relationships while also prospecting for new ones.
• Working knowledge of UK Government structures, national and departmental priorities, procurement frameworks, and how public-sector technology decisions are funded, approved, and implemented.
• Sales experience in cloud software, data platforms, open-source technology, Data and AI, or a related enterprise technology market.
• Experience selling usage-based or consumption-based models and co-selling with AWS, Microsoft Azure, or Google Cloud.
• Comfort running both land-and-expand motions in existing accounts and greenfield business development across new departments and agencies.
• Experience co-developing business cases and building relationships with senior civil-service stakeholders.
• Experience using structured sales methodologies such as MEDDPICC or Value Selling, with disciplined and accurate forecasting.
• A willingness to challenge assumptions, your own and others', and use evidence to make better decisions rather than relying on intuition alone.
• Eligibility for security clearance
• Будет плюсом: existing clearance is an advantage

• At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees.