Enterprise Account Executive
•Fivetran· 13h
💼 Sales⏰ Full-time⭐ Senior💰 $151k-197k🇺🇸 USA
13h ago
Fivetran·about 18 hours ago
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
As a Business Value Engineer at Fivetran + dbt Labs, you'll be at the center of driving measurable customer success — shaping how organizations realize, expand, and sustain value through dbt and Fivetran. You'll partner with our most strategic customers and internal executive stakeholders to accelerate adoption, strengthen renewals, and fuel account growth. You'll act as a trusted advisor to both our customers and the Fivetran + dbt Labs Executive Team, helping connect business outcomes to product capabilities and ensuring every engagement delivers clear, quantifiable impact.
This is a high-visibility, high-impact role at one of the fastest-growing, AI-powered data companies in the world. You'll combine strategic thinking, deep analytical skills, and business process expertise to define and scale a best-in-class value engineering practice.
What you will do:
Collaborate closely with sales leaders and account teams to identify a value delivery strategy for key accounts.
Engage with top prospects to identify, understand, and quantify their unique challenges and potential benefits with dbt.
Define and communicate the dbt Labs value proposition in alignment with customer objectives.
Lead business value reviews / business cases: Effectively communicate the realized business impacts and potential economic benefits of new opportunities.
Conduct thorough analysis of customer workflows and processes, identifying opportunities for optimization and increased efficiency.
Create and deliver boardroom-quality, executive presentations. Work collaboratively with product and engineering teams to tailor solutions to meet the specific needs of our champions and key stakeholders
Partner with dbt leadership to build new value based GTM motions to more effectively prove product value and grow deal sizes.
Provide guidance on best practices and innovative approaches to maximize the value of dbt Labs solutions
Conduct training and workshops in conjunction with dbt Labs enablement to increase the quality of their discovery and their understanding of business value & customer excellence.
Build scalable programs and tools to support value selling across all parts of the GTM ecosystem, including Pre-Sale teams, Professional Services, and Marketing.
Help build the future of the value engineering practice at dbt Labs: contribute to the development of best practices and tools for enhanced value-based selling adoption.
Skills We're Looking For
Thrive in a fast-paced, high-growth SaaS environment and enjoy shaping strategy from the ground up.
Are an experienced communicator who can connect technical capabilities to business impact with clarity and confidence.
Work effectively in an asynchronous, fully remote team and enjoy collaborating across global time zones.
Have a strong consulting mindset — combining structure, curiosity, and analytical rigor with empathy and storytelling.
You'll have an edge if you have:
Prior Business Value experience at another high growth SaaS startup - bonus points if you’ve helped build a Business Value team from the ground up.
A proven record of influencing senior executives and driving measurable customer outcomes.
Experience quantifying the business value of data analytics and AI initiatives, including productivity gains, cost reduction, and revenue impact tied to data workflows.
Experience with consumption-based pricing models, including the ability to build business cases and quantify value in usage-driven commercial structures.
Qualifications:
7+ years of experience in value engineering, management consulting, or a related customer-facing role
Expert knowledge and experience in value-based-selling methodologies.
Demonstrated experience in building and briefing business cases to Economic Buyers and other executives.
Expertise in identifying and prioritizing use cases, implementing improvement measures, and becoming a change agent for dbt Labs customers by establishing a value delivery model.
Ability to project manage across multiple workstreams, including defining scope, expectations, timelines, and delivery. Strong analytical and problem-solving skills;
Ability to act decisively with ambiguous guidance and circumstances.
#LI-Remote
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. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process.
Perks and Benefits
*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 and 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. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.