Offer summary

Qualifications:

6+ years of experience selling a technical product with a proven track record of success., 3+ years of experience leading high-performing software sales teams., Strong background in recruiting, developing, and retaining top sales talent., Comfortable with complex technical concepts and excels at breaking them down for others..

Key responsibilities:

Report directly to the VP of Sales and lead a team of 6–8 Sales Directors.

Cultivate a collaborative, high-performance culture within the team.

Establish and refine onboarding processes for new team members.

Define and execute strategic plans for large and complex accounts.

Job description

About Us

dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 50,000 teams every week.

As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Cloud customers, including JetBlue, HubSpot, Vodafone New Zealand, and Dunelm. We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners:

Code-based data transformations unlock transparency, flexibility, and collaboration
Analysts should adopt software engineering best practices to build trusted data products
Core analytics infrastructure should be open source and user-controlled
Analytic code—not just tools—should be shared and community-driven

dbt is now synonymous with analytics engineering, defining the modern data stack and serving as the data control plane for enterprise teams around the world. And we’re just getting started. We’re growing fast and building a team of passionate, curious people across the globe. Learn more about what makes us special by checking out our values.

dbt Labs is experiencing extraordinary growth across all market segments, and we're looking for a dynamic Regional Director of Sales, Enterprise East to help lead the charge. In this pivotal role, you’ll shape strategy, grow a high-performing team, and drive revenue. This role is ideal for a hands-on sales leader with a passion for data, a strong technical background, and a track record in enterprise sales at early-stage startups. You’ll be responsible for hiring, coaching, and managing a team of Sales Directors who oversee the entire customer journey—from Discovery and Evaluation to Implementation, Adoption, and ongoing success with dbt.

In this role, you will:

Report directly to the VP of Sales and lead a team of 6–8 exceptional Sales Directors focused on driving growth in a fast-moving market.
Cultivate a collaborative, high-performance culture where your team can excel, innovate, and grow.
Establish and refine onboarding and ramp-up processes to ensure new team members are set up for success.
Help shape and continuously improve our Enterprise sales playbook.
Foster alignment and partnership with cross-functional teams including Customer Success, Marketing, Solutions Architecture, and Professional Services.
Define and execute strategic plans for some of our largest and most complex accounts.

We're looking for someone who:

Has 6+ years of experience selling a technical product, with a proven track record of success.
Brings 3+ years of experience leading high-performing software sales teams.
Is comfortable with complex technical concepts and excels at breaking them down for others.
Has a strong background in recruiting, developing, and retaining top sales talent.
Leads with humility, inspires through action, and thrives in coaching and mentoring others.
Feels a strong sense of alignment with our core company values and mission.

You have an edge if you have...

Managed remote teams with demonstrated success
Prior experience in analytics, data, and/or open-sourced software
Experience going through a growth or hyper-growth stage

Compensation...

Competitive Compensation
- We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process.
- The typical starting salary range for this role is:
  $314,000 - $430,000 USD OTE
Equity Stake
Benefits:
- dbt Labs offers:
  - Unlimited vacation (and yes, we use it!)
  - Excellent healthcare
  - Paid Parental Leave
  - 401k matching
  - Wellness stipend
  - Home office stipend, and more!

#LI-Remote

Sales Director OTE Range

$314,000—$430,000 USD

dbt Labs is an equal opportunity employer, committed to building an inclusive team that welcomes diverse perspectives, backgrounds, and experiences. Even if your experience doesn’t perfectly align with the job description, we encourage you to apply—we value potential just as much as a perfect resume.

Want to learn more about our focus on Diversity, Equity and Inclusion at dbt Labs? Check out our DEI page.

dbt Labs reserves the right to amend or withdraw the posting at any time. For employees outside the United States, dbt Labs offers a competitive benefits package. Equity or comparable benefits may be offered depending on the legal or country limitations.

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