Sales Director - Federal

Be Part of Building the Future

Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises, including Maersk, Amazon, Regeneron, NetApp, and S&P Global. Customers rely on Dremio for cloud, hybrid, and on-prem lakehouses to power their data mesh, data warehouse migration, data virtualization, and unified data access use cases. Based on open source technologies, including Apache Iceberg and Apache Arrow, Dremio provides an open lakehouse architecture enabling the fastest time to insight and platform flexibility at a fraction of the cost.  Learn more at www.dremio.com.

About the role

Dremio is The Easy and Open Data Lakehouse, providing self-service analytics with data warehouse functionality and data lake flexibility across all of your data. Dremio increases agility with a revolutionary data-as-code approach that adopts Git concepts to enable data experimentation, version control, and governance. In addition, Dremio breaks down data silos by simplifying ingestion into the lakehouse, and also allowing queries directly on databases and data warehouses. All of this is available through a fully managed service that not only eliminates the need to maintain infrastructure and software, but also automatically optimizes the data in the lakehouse to maximize performance for every workload.

Founded in 2015, Dremio is headquartered in Santa Clara, CA. Investors include Cisco Investments, Insight Partners, Lightspeed Venture Partners, Norwest Venture Partners, Redpoint Ventures, and Sapphire Ventures. For more information, visit www.dremio.com. Connect with Dremio on GitHub, LinkedIn, Twitter, and Facebook.

Dremio is seeking its first salesperson to specifically focus on the US federal sector. As the lead on the Federal Account team, you will develop and execute a strategic business plan specific to the public sector, focusing on federal best practices. Examples include: identifying core customers, mapping the benefits of Dremio's  solution to business requirements, and fostering a long term, sustainable, and mutually rewarding relationship. This is your opportunity to be part of something intellectually stimulating, fast paced, and lead Dremio into a new market segment while earning the financial rewards throughout the journey.

What you’ll be doing

• Building the federal market from scratch
• Contribute to the sales strategy both direct and indirect
• Assist in the development of specific marketing plans with the marketing team 
• Achieve sales quotas for allocated accounts on a quarterly and annual basis
• Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Dremio solution.
• Prospect qualification and the development of new sales opportunities and ongoing revenue streams.
• Arrange and conduct initial Executive and CxO discussions and positioning meetings.
• Sales process management and opportunity closure

What we’re looking for

• 15+ years selling enterprise software solutions
• 10+ years in the federal sector
• Background in selling DB, BI, Analytics, DW, Big Data, Infrastructure or cloud data solutions
• Ability to operate independently in an entrepreneurial environment
• Experience building relationships within the Civilian and Defense/Intelligence Community
• Deep rooted knowledge and experience working within the Federal space