Senior Sales Executive (Bay Area)

Why Pythian:

At Pythian, we are experts in strategic database and analytics services, driving digital transformation and operational excellence. Pythian, a multinational company, was founded in 1997 and started by ensuring the reliability and performance of mission-critical databases. We quickly earned a reputation for solving tough data challenges. We were there when the industry moved from on-premises to cloud environments, and as enterprises sought more from their data, we expanded our competencies to include advanced analytics.

Today, we empower organizations to embrace transformation and leverage advanced technologies, including AI, to stay competitive. We deliver innovative solutions that meet each client’s data goals and have built strong partnerships with Google Cloud, AWS, Microsoft, Oracle, SAP, and Snowflake. The powerful combination of our extensive expertise in data and cloud and our ability to keep on top of the latest bleeding edge technologies make us the perfect partner to help mid and large-sized businesses transform to stay ahead in today’s rapidly changing digital economy.

Why you:

Pythian sits at the intersection of data engineering, AI production, and managed services - helping enterprises turn data complexity into competitive advantage. With three decades of deep managed services heritage and strategic partnerships across the leading cloud and database technology ecosystems, we are at the forefront of helping clients move from AI experimentation to AI in production.

We are looking for a polished, quota-carrying Senior Sales Executive who is energized by the AI moment and knows how to help enterprise clients build the modern, well-managed data foundations that make production AI possible at scale. You are comfortable hunting new logos, converting inbound leads, and growing existing accounts. You bring credibility in conversations about Database Managed Services, Production AI, and cloud and database technologies - and you know how to co-sell effectively with OEM and hyperscaler partners to drive mutual value.

What Makes This Role Unique:

Pythian’s portfolio spans the full stack from data foundations to production AI - Production AI, Database Managed Services, AI Strategy & Automation, Data Migrations, Cloud Consulting, and Agentic AI solutions, supported by partnerships across Google Cloud, Oracle, AWS, Microsoft Azure, SAP, and the broader modern data ecosystem. This means you’re never selling a point solution; you’re building long-term, high-value partnerships with clients who want a trusted advisor to help them scale intelligently.

If you’re energized by the AI transformation happening across enterprise technology right now, know how to sell complex managed services, and want to represent a company with deep technical credibility and a growing AI practice - this role is built for you.

What you will be doing:

Territory & Pipeline

• Build and execute a territory plan with a disciplined mix of new logo hunting, inbound conversion, and account expansion.
• Maintain a robust, accurately forecasted pipeline in Salesforce; provide weekly pipeline reviews and revenue projections.
• Develop targeted account strategies for key prospects in retail, manufacturing, logistics, financial services, and other enterprise verticals.
• Identify and pursue net-new logos while deepening relationships and expanding wallet share within existing accounts.

AI & Data Services Sales

• Lead discovery and solution conversations around Production AI, AI Strategy, Agentic AI, and AI Automation with enterprise buyers (CAIO, CDO, CTO, CIO).
• Articulate how modern, well-managed data estates - across databases, cloud data platforms, and data migrations - are the critical scaffolding for scalable AI.
• Sell the business case for Database Managed Services and DBA Support, connecting operational reliability to AI readiness and cost efficiency.
• Help clients understand Pythian’s phased “Data Foundations to Production AI” journey and position appropriate entry points based on their maturity.

Partner & OEM Co-sell

• Co-sell with hyperscaler and OEM field teams - including Google Cloud, Oracle - to drive joint pipeline and leverage partner co-sell programs, Marketplace motions, and funded assessment opportunities.
• Navigate partner deal registration, funding programs, and co-sell qualification processes across multiple technology ecosystems to accelerate deal velocity and protect margin.
• Build and maintain strong field relationships with partner account teams, knowing how to activate the right partner resources at the right stage of a deal.
• Serve as the primary relationship owner for your accounts while leveraging Pythian’s delivery, solutions, and field CTO resources as needed.

Deal Execution & Internal Orchestration

• Lead enterprise sales cycles end-to-end: discovery, business case development, proposal, negotiation, and close.
• Act as the internal project manager for your deals - coordinating across Solutions Architecture, Delivery, Legal, and Finance to keep complex cycles moving, ensure scope integrity, and deliver proposals on time.
• Know when and how to engage the right internal resources (Field CTO, practice leads, delivery SMEs) and manage those relationships to build credibility with prospects without over-committing delivery capacity.
• Prepare and present compelling proposals, RFP responses, and executive-level business case materials.
• Document client interactions, capture competitive intelligence, and share win/loss insights to continuously improve Pythian’s go-to-market.

Travel as required to attend client meetings, partner events, industry conferences, and Pythian’s annual sales kickoff.

What we need from you:

• 10+ years of enterprise technology sales experience with a consistent record of meeting or exceeding quota.
• Active experience selling Data & AI services - managed databases, cloud data platforms, AI strategy, or production AI implementations - to enterprise buyers.
• Demonstrated ability to sell managed services: you know who to call, how to build the business case, and how to navigate procurement for recurring-revenue engagements.
• Experience co-selling with hyperscaler or OEM field teams (Google Cloud, Oracle, AWS, Microsoft, or similar), including familiarity with partner programs, deal registration, and funded motions.
• Strong internal project management instincts: proven ability to orchestrate cross-functional resources - solutions architects, delivery leads, legal, finance - across complex, multi-stakeholder sales cycles without losing momentum or scope control.
• A hunter’s instinct for new logos combined with the relationship acumen to grow and retain existing accounts.
• Polished enterprise presence with the ability to engage confidently at VP and C-suite level across business and technical audiences.
• Proficiency in Salesforce for pipeline management, forecasting, and account planning.

Strongly Preferred

• Experience selling within one or more of Pythian’s core technology ecosystems: Google Cloud (BigQuery, Vertex AI, Gemini) and/or Oracle (database, infrastructure), and also AWS, Microsoft Azure, Snowflake, Databricks, or SAP.
• Familiarity with the modern data stack and cloud data platforms across multiple hyperscalers.
• Comfort positioning AI solutions - Agentic AI, GenAI/RAG, MLOps, AI automation - to enterprise decision-makers.
• Experience with Database Managed Services or Infrastructure Managed Services sales cycles and pricing models.
• Background selling into $300M-$1B revenue companies in manufacturing, retail, logistics, finance, or healthcare verticals.
• Relevant cloud, database, or AI certifications are a plus.

Core Competencies

• Strategic territory planning and disciplined pipeline management.
• Consultative selling - ability to diagnose business problems before proposing solutions.
• Influence, persuasion, and consensus-building across complex enterprise buying committees.
• Continuous learning mindset - genuinely curious about AI developments and their enterprise implications.
• Clear, compelling written and verbal communication; strong presentation and proposal skills.
• Relevant Bachelor’s degree or equivalent combination of experience and education.

What you will receive:

• Love your career: Competitive total rewards package. Blog during work hours; take a day off and volunteer for your favorite charity.
• Love your work/life balance: Flexibly work remotely from your home, there’s no daily travel requirement to an office! All you need is a stable internet connection.
• Love your coworkers: Collaborate with some of the best and brightest in the industry!
• Love your development: Hone your skills or learn new ones with our substantial training allowance; participate in professional development days, attend training, become certified, whatever you like!
• Love your workspace: We give you all the equipment you need to work from home including a laptop with your choice of OS, and an annual budget to personalize your work environment!
• Love yourself: Pythian cares about the health and well-being of our team. You will have an annual wellness budget to make yourself a priority (use it on gym memberships, massages, fitness and more). Additionally, you will receive a generous amount of paid vacation and sick days, as well as a day off to volunteer for your favorite charity.

HiringDisclaimer

• The successful applicant will need to fulfill the requirements necessary to obtain a background check.
• Accommodations are available upon request for candidates taking part in any aspect of the selection process.

AI Disclaimer

Pythian may utilize Enterprise Generative Artificial Intelligence (AI) tools or features throughout its hiring process. These tools help us manage high volumes of applications efficiently and may be employed to review applications, analyze resumes, and assist with other recruitment steps. While Pythian uses AI in its hiring process, it does not substitute for human judgment. Our Talent Acquisition Team reviews all AI-generated recommendations, and the system is subject to regular bias audits to ensure fairness and compliance with all applicable employment and human rights laws. All final hiring decisions are made by, and remain the responsibility of, human decision-makers. By applying for this position, you consent to Pythian’s use of these AI tools in the evaluation of your application. You have the right to request a human review of any solely AI-driven decision or to request an accommodation. Should you require further details regarding the processing of your data, please reach out to us.