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What's Orchestra?
Orchestra is an AI infrastructure company and we are the creators of Orchestra - the Control Plane for Data and AI.
Data teams are overturning how they do their day-to-day. More people than ever want to use AI and Data to automate. But data teams still spend thousands of manual hours manually moving data, integrating tools, and firefighting ad-hoc requests. We’re solving that problem in massive enterprises like Experian and Octopus Energy, and are hiring for the team to scale our growth.
Building the Orchestra platform was the first step, but our hardest challenges still lie ahead. If you're excited to solve some of AI’s biggest problems, build a generational company, and do it within a friendly, hard-working, talented, but humble team, then Orchestra is for you.
Role Mission
As part of our next phase of growth, we’re scaling the sales team and hiring account executives across enterprise and mid-market. You’ll prove out your chops by owning Orchestra’s full cycle sales motion initially, with support from inbound and outbound functions also being scaled.
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You’ll lead discovery, demos, PoCs, negotiation and close, while helping refine our ICP, sharpen our outbound strategy and build a repeatable sales engine for your territory. You’ll work closely with the founders, data and customer teams at a company early enough for your ideas to shape how we sell, and ambitious enough for your results to shape how fast we grow.
What You'll Accomplish
- Full-Cycle Sales: Managing the entire sales process from outbound prospecting through qualification, demos, evaluations, and negotiation.
- Pipeline Generation: Building your own pipeline through outbound outreach, events, and partner channels.
- Product Evangelism: Clearly articulating the value of Orchestra, telling our story, and generating excitement with technical and business stakeholders.
- Enterprise Deal Execution: Leading complex sales cycles with enterprise and mid-market accounts.
- Event Motion: Attending and representing Orchestra at online and in-person events around the world, generating pipeline and nurturing relationships.
- Partner Motion: Working with partners across the likes of Snowflake/Databricks ecosystem to identify opportunities and co-sell.
- Foundation for Scale: Laying the groundwork for a repeatable, scalable AE function as we grow.
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Exceptional Candidates Have Demonstrated
- Experience: 3+ years of B2B SaaS sales experience, ideally in the data infrastructure or modern data stack ecosystem (AWS, Snowflake, Databricks, etc.)
- Execution: Proven track record of consistently hitting or exceeding quota and closing mid-market / enterprise deals.
- Ability to build trust and generate relationships: you are likeable, charismatic, and can forge relationships with senior IT leaders effortlessly and build trust
- Domain Knowledge: Understanding of data engineering, orchestration, and the modern data stack and an ability to engage credibly with data leaders.
- Self-Starter: A hunter mentality with the ability to operate independently in a startup environment.
- Communication: Exceptional verbal and written communication skills; you can build rapport quickly and communicate technical concepts simply.
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