Strategic Account Executive

Strategic Account Executive

About Arango

At Arango, we believe the first generation of enterprise AI missed something essential: context. LLM models are powerful, but they didn't understand the context needed to deliver accurate answers.

Arango provides a trusted data foundation for the next wave of Enterprise AI with graph-based Contextual AI — transforming enterprise data into a System of Context that truly represents the business, so LLMs can deliver better outcomes with unlimited scale and cost efficiency.
The Arango AI Data Platform gives developers a single, integrated environment to build and scale AI-powered applications without the complexity of stitching together multiple databases and tools. At its core is a massively scalable multi-model database that unifies graph, vector, document, and key-value data with full-text, geospatial, and vector search — creating the System of Context, the bridge between enterprise data and LLMs.

We're a global team based in California and Cologne, united by curiosity, collaboration, and a passion for helping developers, data engineers, and technology leaders innovate faster and smarter with AI. Trusted by NVIDIA, HPE, the London Stock Exchange, the U.S. Air Force, NIH, and Articul8, Arango powers enterprise AI with context, confidence, and scale..We are a proud member of the NVIDIA Inception Program and the AWS ISV Accelerate Program.

If you're excited about shaping the future of Contextual AI, come build with us.

Location

San Francisco Bay Area, California (Hybrid)

About the Role

We are seeking a Senior Account Executive to join our U.S. Enterprise Sales organization and drive growth across strategic accounts in the Bay Area and West Coast region.

This is a quota-carrying role focused on identifying, developing, and closing new business while expanding existing relationships. You'll bring a value-based selling mindset, discipline around MEDDPICC, and the curiosity to engage deeply with technical and business stakeholders around data, AI, and graph-driven use cases.

The ideal candidate is a high-energy, entrepreneurial seller who thrives in a scaling, fast-moving environment and wants to make an outsized impact in shaping ArangoDB's success across North America.

Key Responsibilities
Drive New Business

• Own the full sales cycle from prospecting to close within enterprise and strategic accounts.
• Lead discovery sessions to uncover customer pain points, value drivers, and business outcomes.
• Align internal stakeholders (Solutions Engineering, Product, and Leadership) to ensure customer success.
• Deliver compelling value narratives that map technical differentiation to business impact.

Execute with Precision

• Qualify rigorously using MEDDPICC and maintain disciplined forecasting in Salesforce.
• Manage a healthy pipeline with predictable coverage to achieve and exceed quota.
• Partner closely with Marketing on field events, campaigns, and ABM motions in the Bay Area.
• Represent ArangoDB at local and regional industry events as a trusted advisor.

Collaborate & Scale

• Work cross-functionally with RevOps, Product, and Customer Success to ensure seamless execution.
• Provide customer feedback and market insights to inform GTM and product roadmap decisions.

Skills & Experience

• 7–10+ years of enterprise software sales experience with a track record of exceeding quota.
• Experience in data infrastructure, AI/ML, cloud platforms, or developer tooling strongly preferred.
• Fluent in value-based selling and comfortable operating within structured methodologies like MEDDPICC.
• Ability to manage complex, multi-stakeholder sales cycles involving both technical and executive buyers.
• Strong executive presence with outstanding presentation and communication skills.
• Self-starter with a growth mindset — thrives in high-autonomy, high-accountability environments.
• Based in the San Francisco Bay Area with the ability to travel regionally as needed.

Why Join Us

You have the chance to play a key role in building the next great enterprise data and AI company You'll be selling our category-defining technology, already trusted by innovative global brands, while partnering closely with an elite team of Sales, Product, and Engineering leaders. If you thrive in a culture that prizes excellence, autonomy, and accountability, you'll fit right in. We back up that culture with a competitive compensation plan that includes uncapped variable earnings and meaningful career growth opportunities.

Our headquarters is in San Francisco (US) and we have an office in Cologne (Germany), but most of our diverse team works remotely worldwide. So, do you prefer your desk at home or do you want to join us at one of our locations? Your choice.

The global minds of Arango come from 5 different continents and more than 20 countries. Diverse backgrounds enable us to see new solutions. We invite people from every culture, national origin, religion, sexual orientation, gender identity or expression, and of every age to apply to our positions. All employment decisions are based on business needs, job requirements, and individual qualifications. Arango is committed to a workplace free of discrimination and harassment based on any of these characteristics. We love this diversity and encourage everyone curious and visionary to join the multi-model movement.

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