Mid Market Account Executive

Starburst is the data platform for analytics, applications, and AI, unifying data across clouds and on‑premises to accelerate AI innovation. Organizations—from startups to Fortune 500 enterprises in 60+ countries—rely on Starburst for fast data access, seamless collaboration, and enterprise‑grade governance on an open hybrid data lakehouse. Wherever data lives, Starburst unlocks its full potential, powering data and AI from development to deployment.

By future‑proofing data architecture, Starburst helps businesses fuel innovation with AI.

Starburst Data is seeking driven Mid‑Market Account Executives (MM AE) to accelerate our growth within the mid‑market segment (companies with under $2 billion in revenue). As an MM AE, you will be a key player in driving new customer acquisition and expanding our footprint within existing accounts. You will be responsible for full‑cycle sales, from initial outreach to closing deals, with a focus on our Ideal Customer Profile (ICP).

This role requires a strong understanding of the data landscape and the ability to articulate the value of Starburst’s solution.

This role offers a unique opportunity to join a high‑growth company at the forefront of Data & AI initiatives. If you are a results‑oriented sales professional with a passion for data and a proven track record of success, we encourage you to apply.

• Drive Revenue Growth: Achieve quarterly and annual sales targets by effectively managing your pipeline and closing deals.
• Manage Inbound & Drive Outbound: Handle inbound leads (website, forms, MQLs) and proactively develop outbound campaigns to target commercial prospects. Guide potential customers through the product exploration process.
• Increase Product Adoption & Retention: Drive product adoption and retention within existing accounts by identifying new use cases, addressing onboarding challenges, and promoting feature adoption.
• Strategic Customer Advisor: Serve as a trusted advisor to customers, understanding their business objectives and aligning Starburst solutions to meet their growth initiatives.
• Build Strong Relationships: Cultivate and expand relationships within customer accounts to strengthen partnerships and create long‑term value.
• Full Sales Cycle Ownership: Manage the entire sales cycle, from prospecting and qualification to negotiation and close, consistently winning new logos.
• Accurate Forecasting &
  
  Collaboration:
  
  Accurately forecast sales activity, communicate effectively with internal stakeholders, and collaborate seamlessly with cross‑functional teams, including Solution Architects, Product, Sales Development, and management.
• Data‑Driven Approach: Leverage data and tools such as Starburst, Salesforce, and Tableau to track progress, analyze performance, and optimize sales strategies.

• Proven Closer: Consistently exceed quotas with a track record of closing deals, ideally in data infrastructure, analytics, or software.
• Strategic Account Planner: Develop and execute effective account plans to drive sales.
• Technically Adept & Executive‑Focused: Thrive in fast‑paced technical environments and confidently sell to C‑level executives and across business units.
• Collaborative & Driven: Gritty, humble, curious, and optimistic, contributing to a positive team environment.
• Education: College degree or equivalent experience.
• Travel: Occasional in‑person travel for new‑hire onboarding, team/off‑site events, customer engagements, and other company events. Actual travel expectations may vary by role and business needs.

This role is based in our Boston office and follows a hybrid model, with an expectation of being onsite 1–2 days per week.

Pay Range: $160,000 – $180,000 USD. Compensation includes a variable component such as commission or bonus, and equity (ISO).

All employees receive equity packages (ISOs) and have access to a comprehensive benefits offering. Benefits include competitive pay, attractive stock grants, flexible paid time off, and more.

Starburst provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.