Account Executive Expansion - SMB | ANZ
•Deel· 13h
💼 Sales⏰ Full-time⭐ Senior🇦🇺 Australia
13h ago
Granica·3 months ago
Granica is an AI research and infrastructure company focused on reliable, steerable representations for enterprise data.
We earn trust through Crunch, a policy-driven health layer that keeps large tabular datasets efficient, reliable, and reversible. On this foundation, we’re building Large Tabular Models—systems that learn cross-column and relational structure to deliver trustworthy answers and automation with built-in provenance and governance.
BUILDING BETTER DATA FOR BETTER AI
Granica is redefining how enterprises prepare and optimize data at the most fundamental layer of the AI stack—where raw information is transformed into usable intelligence.
We make data efficient, safe, and ready for scale. Our technology integrates directly with modern data stacks like Snowflake, Databricks, and S3-based data lakes, enabling:
60%+ reduction in storage costs and up to 60% lower compute spend
3x faster data processing
20% platform efficiency gains
Why It Matters
Massive data should fuel innovation, not drain budgets. We attack the hidden bottleneck of every AI and analytics stack therefore making data lighter, faster, and smarter so teams can ship breakthroughs, not babysit storage and compute bills.
Who We Are
Elite researchers in compression, information theory, and data systems
Proven engineers from Pure Storage, Cohesity, Google and top cloud teams
Backed by $65M+ from Bain Capital Ventures, A* Capital, and leaders behind Okta, Eventbrite, Tesla, and Databricks
WHAT YOU'LL DO
As an Enterprise Account Executive, you’ll be responsible for landing and expanding strategic accounts across North America, focusing on organizations managing massive cloud data estates. You’ll lead high-impact, multi-stakeholder sales cycles from first contact through close, expansion and renewal, acting as a trusted advisor to data and engineering leaders at the world’s most innovative companies.
Own the full sales cycle for enterprise and upper-mid market accounts across North America.
Engage VP and C-level stakeholders in data, infrastructure, and engineering teams with a consultative, value-based approach.
Drive rigorous PoCs across modern data stacks, including Snowflake, Databricks Lakehouse, S3/GCS/ADLS data lakes, Iceberg/Delta Lake/Hudi, Trino/Presto, BigQuery, Redshift, and Spark.
Navigate complex enterprise sales processes involving security, compliance, procurement, legal, and finance stakeholders.
Collaborate with Forward Deployed Engineers to scope architectures and integrate seamlessly into the customer’s existing infrastructure.
Build and execute strategic account plans to land, expand, and renew multi-year, high-value deals.
WHAT WE'RE LOOKING FOR
6+ years of quota-carrying enterprise SaaS or data infrastructure sales experience in North America, with a strong track record of exceeding goals.
Proven success selling to Fortune 1000 data and engineering teams, ideally at companies like Snowflake, Databricks, Google Cloud, AWS, Confluent, or similar.
Deep familiarity with modern data architecture and FinOps—including technologies like Apache Iceberg, Delta Lake, Spark, Trino, and cloud-native data lakes.
Deep understanding and ability to articulate the value of Granica’s AI-native platform—particularly around data compression, cost-optimization, and data curation for AI workloads.
Strong executive presence and ability to build business cases that quantify ROI—especially around storage and compute savings.
A network of VP+ level data and engineering leaders in tech-forward verticals (AI/ML, fintech, healthtech, gaming, etc.) is a plus.
Highly structured sales approach with strong commercial instincts and the ability to manage complex technical and business conversations.
Based in the San Francisco Bay Area or able to travel to customers in the region as needed.
WHY JOIN US
At Granica, you won’t just be selling a product — you’ll be shaping the future of AI infrastructure and will be join at the ground floor. We're solving one of the biggest pain points: making data cheaper, safer, and ready for scale.
This is a rare opportunity to join a company that:
Has clear product-market fit and real traction
Is backed by top-tier investors and visionary operators from Okta, Databricks, Tesla, and more
Has tons of whitespace, greenfield territory and executive-level access
Moves fast, values autonomy, and supports high-impact builders
BENEFITS
Highly competitive compensation with uncapped commissions and meaningful equity
Premium health, dental, and vision coverage
Flexible remote work and unlimited PTO
Quarterly recharge days and annual team off-sites
Budget for learning, development, and conferences
Equal Opportunity
Granica is an equal opportunity employer. We’re committed to building a team that represents diverse backgrounds, perspectives, and experiences. We encourage candidates from all walks of life to apply.
Fundamental Research Meets Enterprise Impact. Work at the intersection of science and engineering, turning foundational research into deployed systems serving enterprise workloads at exabyte scale.
AI by Design. Build the infrastructure that defines how efficiently the world can create and apply intelligence.
Real Ownership. Design primitives that will underpin the next decade of AI infrastructure.
High-Trust Environment. Deep technical work, minimal bureaucracy, shared mission.
Enduring Horizon. Backed by NEA, Bain Capital, and various luminaries from tech and business. We are building a generational company for decades, not quarters or a product cycle.
Competitive salary, meaningful equity, and substantial bonus for top performers
Flexible time off plus comprehensive health coverage for you and your family
Support for research, publication, and deep technical exploration
At Granica, you will shape the fundamental infrastructure that makes intelligence itself efficient, structured, and enduring. Join us to build the foundational data systems that power the future of enterprise AI!