Strategic Account Executive, DOT/ Amtrak/ FAA

Databricks – Strategic Account Executive (Federal)

Databricks is seeking a results-driven Strategic Account Executive to lead enterprise-level sales within the U.S. federal sector, focusing on the Department of Transportation (DOT), Amtrak, and the Federal Aviation Administration (FAA). This remote role is ideal for a top-performing sales professional who can develop and execute strategic account plans, build trusted relationships with federal customers, and drive the Databricks platform across complex government environments.

Role overview

sell a comprehensive data and AI platform to federal agencies; manage the full sales cycle from prospecting to close; align Databricks capabilities with government mission outcomes; collaborate with cross-functional teams to deliver tailored solutions and proof points; forecast accurately and meet or exceed revenue targets.

Key Responsibilities

• Own and manage strategic federal accounts within the DOT, Amtrak, and FAA portfolios
• Develop and execute account plans with clear value propositions and measurable outcomes
• Lead end-to-end sales cycles including discovery, solution design, proposals, negotiations, and closing
• Collaborate with Solutions Engineers, Programs, Legal, and Compliance teams to craft compliant, compelling proposals
• Forecast accurately, track pipeline, and communicate progress to leadership
• Build and maintain long-term relationships with key decision-makers and influencers
• Represent Databricks in federal events, briefings, and industry conferences

Qualifications

• 10+ years of enterprise software sales experience in the federal sector or equivalent
• Proven track record of selling to government agencies and navigating procurement processes
• Strong relationship-building, negotiation, and strategic account management skills
• Ability to articulate complex technical concepts to both technical and non-technical audiences
• Bachelor's degree or equivalent professional experience
• Ability to travel as needed and manage remote work effectively

Benefits and culture

Databricks offers competitive compensation, comprehensive benefits, and a collaborative, innovative culture that values impact, continuous learning, and customer-focused execution.

Location

Remote — United States (preferred to be in or near the Washington, D.C. region to align with federal customers and time zones)

What success looks like

Consistently achieves or exceeds annual pipeline and revenue targets within the federal accounts; builds a scalable, repeatable sales process; fosters deep customer partnerships that drive long-term value for both the government and Databricks.

How to apply

Apply through Databricks Careers: Databricks Careers.