Enterprise Sales Director at Fivetran - $450K OTE in Columbus
Career & Market Insight
This is a senior enterprise sales leadership role with a very strong compensation package: OTE of $360k–$450k USD puts it in the top tier of sales director compensation in the SaaS/data infrastructure space, where market benchmarks for this level typically range from $280k–$400k OTE. The offering here exceeds that range.
Career development signals:
- Fivetran is a $5.6B+ valued company that recently merged with dbt Labs — this is a high-growth, late-stage company with real scale and M&A momentum, suggesting career acceleration opportunities.
- The role builds expertise in MEDDPICC and Command of the Message — two of the most transferable and valued enterprise sales frameworks in the industry.
- Exposure to the modern data stack (ETL/ELT, analytics engineering) positions you at the intersection of AI and data infrastructure — one of the hottest sectors in enterprise tech.
- RSU grants add meaningful equity upside in a company at this valuation stage.
Green flags: Clear reporting structure (to RVP), well-defined OTE, 100% employer-paid medical, and a company with strong brand recognition in data engineering circles.
Watch-outs: The face-to-face expectations and mandatory bootcamp suggest a culture that values in-person presence despite the remote label. High-pressure revenue targets with "unwillingness to settle for good" language signals a demanding performance culture. Ensure you're comfortable with the accountability cadence before applying.
Best suited for: a current enterprise sales manager or director ready to step into a regional director role at a high-growth, category-defining data company.
From Fivetran's founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We're proud that more organizations continue to leverage our technology every day to become truly data-driven.
About Us
Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we're delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.
As we bring our teams and technology together, we're building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It's an exciting time to join us: we're creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact. During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.
About the Role
Fivetran is building data pipelines to power the modern data stack for thousands of companies. We're looking for a Regional Director, Enterprise Sales to lead and scale a team of high-achieving, high-integrity Enterprise Account Executives focused on driving new business and expansion opportunities across Fivetran's most strategic accounts. This role reports directly to the RVP of Enterprise Sales and will be a foundational leader in our Enterprise business.
This is a full-time, remote position and must be based out of NJ, NY, CT, or DC in the United States.
What You'll Do
- Attract, hire, develop, and empower a team of Enterprise Account Executives to consistently and predictably exceed Fivetran's growing Enterprise revenue targets
- Drive a high-accountability culture through best-in-class coaching, modeling clear expectations for achievement, and evangelizing a disciplined process for the team
- Champion outstanding sales rigor through value-based Command of the Message and MEDDPICC methodologies
- Collaborate cross-functionally with leaders in Marketing, Customer Success, Alliances, Product, and Revenue Operations to build an effective Enterprise GTM motion
- Collaborate externally with our ecosystem of partners including SIs, GSIs, and tech partners
- Ensure excellence in sales execution for complex multi-stakeholder deals while building the foundation for growth in enterprise accounts
- Drive AE-ownership of Enterprise pipeline generation and encourage effective AE/BDR collaboration to efficiently prospect, identify, qualify, and build sustainable pipeline
- Forecast clearly to the executive leadership team, with consistent accuracy and a deep knowledge of the Enterprise business
- Work in lockstep with our technology and SI partners to achieve a successful co-selling motion
Skills We're Looking For
- 5+ years of enterprise sales leadership experience with a consistent track record of recruiting and retaining high-performing senior AEs selling a technical solution to large, complex enterprises
- Proven and repeatable history of overachievement both as an enterprise seller and as a leader whose teams consistently exceeded revenue targets and accelerated their careers under your leadership
- Natural ability to lead and motivate AEs through continuous growth and change; easily able to earn the trust and respect of the team with a "One Team One Dream" mindset
- Passion for field sales — a leader who can't wait to jump into deals, connect directly with Economic Buyers, and provide the air coverage and executive bridging needed to close new and expansion opportunities with Enterprise companies, including working with reps and prospects/customers/partners face to face wherever possible
- Experience partnering cross-functionally and co-selling with external partners to build an Enterprise business from the ground up
- Expertise in both land-and-expand sales motions, an insatiable curiosity about customers, and a data-backed vision for how Fivetran can drive positive business outcomes
- Experience building and championing an outbound selling culture and driving accountability for qualified pipeline generation
- Unwillingness to settle for good results when great results are possible
Bonus Skills
- Experience with a consumption-based business model is a plus
- Demonstrated ability to leverage AI to drive a richer, more robust sales motion
This position qualifies for Fivetran's incentive plan, and it's common for employees in this role to achieve the total on-target earnings.
As part of our commitment to setting new hires up for success, all new sales team members attend a one-week, in-person Revenue Bootcamp during their second week at Fivetran. This bootcamp, held at one of our designated company locations, requires travel and is a mandatory part of the onboarding process.
Compensation
The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, and market demands.
- Base Pay Range: $180,025 – $225,031 USD
- OTE (On-Target Earnings): $360,050 – $450,062 USD
Perks and Benefits
- 100% employer-paid medical insurance*
- Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
- RSU stock grants*
- Professional development and training opportunities
- Company virtual happy hours, free food, and fun team-building activities
- Monthly cell phone stipend
- Access to an innovative mental health support platform offering personalized care and resources including therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents
*May vary by country and worker type — please reach out to your recruiter for more information.
Click here to learn more about Fivetran's Benefits by Region.
We're honored to be valued at over $5.6 billion, but more importantly, we're proud of our core values of Get Stuck In, Do the Right Thing, and One Team, One Dream. Read about us in Forbes.
Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people, and our communities.
To learn more about Fivetran's culture and what it's like to be part of the team, click here to enjoy our video.
To learn more about our candidate privacy policy, you can read our statement here.
We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this form. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience.
Frequently Asked Questions
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