Enterprise Account Executive - Public Sector

SLSQ127R39 Location: Northern Ireland or Scotland, with regular UK&I team collaboration Reports to: Head of Public Sector Enterprise, UK&I Do you want to help solve the public sector’s toughest challenges with Data and AI? That is what we do every day at Databricks. Databricks is looking for a senior-level Enterprise Account Executive to own and grow our Public Sector business across the Republic of Ireland and Scotland. You will inherit an established book of strategic government accounts, with a clear mandate to protect and expand that base while building new relationships and opening net-new opportunities across departments and agencies we do not yet serve in partnership with our growth team. This is a succession role: you will step into relationships and momentum that already exist, building trust quickly with current stakeholders while creating a strategic go-to-market plan for the wider Irish public sector. You will develop a deep understanding of national and departmental government priorities, identify where Data and AI can help solve the country’s most important challenges, and translate those opportunities into measurable customer outcomes and sustainable growth. Working closely with government stakeholders, internal teams, cloud providers, and strategic partners, you will deepen consumption in existing accounts and extend Databricks’ footprint across the Republic of Ireland. The impact you will have • Build and execute a strategic, Ireland-wide go-to-market plan that prioritises government agendas, departments, agencies, use cases, partners, and routes to market that can create sustainable growth. • Take ownership of an existing portfolio of Irish Government strategic accounts, maintaining continuity with current stakeholders and expanding usage of the Databricks Intelligence Platform. • Identify and pursue net-new opportunities across departments and agencies that are not yet engaged with Databricks, building a healthy pipeline alongside your existing account portfolio in partnership with our growth team. • 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. • 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. • Maintain a relentless customer focus by delivering technical and business outcomes through the Databricks Intelligence Platform. What we look for • A strong track record of quota attainment or over-achievement selling into public-sector accounts, ideally in Ireland or a comparable market. • Demonstrated ability to build a territory or market-level go-to-market strategy from the ground up, create new demand, and drive growth beyond an existing account base. • Experience managing an existing strategic account portfolio through a transition, building trust quickly with inherited relationships while also prospecting for new ones. • Working knowledge of Irish 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. • The ability to identify relevant use cases and buying centres within an opportunity, increasing Databricks’ impact and business value across an organisation. • Experience co-developing business cases and building relationships with C-level executives and senior civil-service stakeholders. • A demonstrated ability to build effective champions, collaborative account teams, and strategic partnerships that support execution of a territory plan. • Experience using structured sales methodologies, such as MEDDPICC, Value Selling, or similar, with disciplined and accurate forecasting. • A consistent track record of delivering results and making meaningful contributions to customers, teams, and the wider business. • Eligibility for security clearance; existing clearance is an advantage. About Databricks Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn, X, YouTube, and Instagram. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer’s discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.