Enterprise Sales Director - Data & AI
First seen by Alion on Sep 22, 2026.
Enterprise Sales Director - Data & AI
Location: Remote/Hybrid.
Duration: Full Time permanent.
Immediate Joiners!
Role Overview:
The Enterprise Sales Director for Data & AI will spearhead commercial growth across enterprise accounts by closing new logos and aggressively scaling existing relationships through strategic account farming.
This role carries direct quota and regional P&L responsibility, requiring a senior commercial leader who can navigate complex technical sales cycles centered on modern data architectures, generative AI platforms, and enterprise cloud migrations.
The ideal candidate blends deep commercial acumen with fluent domain expertise across Databricks and the Microsoft Data & AI ecosystem (Azure Synapse, Fabric, Azure OpenAI).
Key Responsibilities:
- Revenue & P&L Ownership: Own and deliver the regional annual revenue target ($10M - $20M+ ARR/TCV), maintaining healthy gross margins and managing the cost-of-sale budget.
- New Business Acquisition (Hunting): Identify, pursue, and close greenfield enterprise deals across Fortune 500 / Global 2000 targets, engaging C-level executives (CDO, CIO, CTO, CFO).
- Strategic Account Farming: Expand wallet share within existing enterprise accounts through cross-selling, platform upsells, and managed services extensions.
- Partner & Ecosystem Co-Selling: Drive joint go-to-market execution with Databricks and Microsoft field sales teams, maximizing co-sell pipeline, incentives, and cloud consumption credits.
- Solution Leadership: Translate complex business challenges into high-impact solutions leveraging the Databricks Lakehouse platform, Microsoft Fabric, and modern ML/GenAI toolsets.
- Forecasting & Pipeline Rigor: Maintain disciplined pipeline hygiene via CRM, managing deal stages from qualification through legal redlines and executive negotiation.
Requirement:
- Sales Track Record: 10+ years of quota-carrying enterprise tech sales experience (SaaS, cloud solutions, or data consulting) with consistent annual over-achievement.
- Domain Expertise: In-depth commercial understanding of the modern data stack: Lakehouse architecture, ETL/ELT pipelines, data governance, and generative AI enablement.
- Ecosystem Depth: Proven co-selling experience with Databricks (Unified Data Analytics, Delta Lake) and Microsoft (Azure Data Platform, Fabric, Azure OpenAI).
- Deal Complexity: Demonstrated history closing multi-year, multi-million-dollar ($2M - $10M+) contracts with complex technical and legal stakeholders.
- Commercial Acumen: Hands-on ownership of P&L levers, pricing structures, consumption-based revenue models, and statement-of-work (SOW) economics.
- Education: Bachelor's degree in Business, Computer Science, Engineering, or equivalent practical experience; MBA or technical certifications preferred.
Skills
IT Sales, Account Management, SaaS Solution Sales, Solutions Sales, Analytics Solutions Sales, IT Sales Head, B2B Sales, Corporate Sales, IT Product Sales