Technical Account Executive

Description

About Firebolt

Firebolt is an Open Source Postgres-compliant agentic analytical database built for realtime datalake workloads. It is cloud-native and built to scale out, running anywhere from a single binary on a laptop to a cluster of hundreds of nodes.

The timing matters. Agentic AI is pushing more technical, more demanding workloads onto analytical databases than traditional BI ever did, and the systems underneath need to deliver performance at scale without the cost and lock-in of closed warehouses. That is the gap we close.

The results speak plainly. A very large cybersecurity company chose Firebolt over ClickHouse and saw 5x performance at 60% lower cost. A global e-commerce company is moving off BigQuery on a petabyte data lake after a 4x performance gain. We compete against ClickHouse, StarRocks, Snowflake, BigQuery, Trino etc. and we win on performance, cost, and openness.

We are a challenger, and we sell like one. No bloated decks, no buzzword bingo. We bring a strong technical product, real benchmarks, and an engineering team that works hands-on with customers.

About the role

We are hiring a Technical Account Executive with a global remit, based in India. You will own the full sales cycle for global accounts, from first conversation to closed contract, selling a technical product to technical buyers: CTOs, VPs and Directors of Data Platform, Data Engineering leaders, and the architects who actually run the stack.

This is a builder's seat, not a maintenance one. You will be early enough to shape how we sell, with the autonomy and upside that comes with it, and the expectation that you can operate without a heavy playbook handed to you.

Your responsibilities

• Own and drive the full sales cycle end to end: prospecting, discovery, technical evaluation (POC/POV), commercial negotiation, and close.
• Sell into global accounts across regions, working across time zones with prospects in the US, Europe, and APAC.
• Run credible technical conversations with data and platform engineering leaders, and know when to bring in Customer engineers to go deep.
• Build and manage a healthy pipeline, with accurate forecasting and disciplined CRM hygiene.
• Partner closely with the engineering team to scope proof-of-value engagements that map to a customer's real workloads.
• Develop displacement strategies against Clickhouse, Snowflake, BigQuery, Databricks and other competitors, grounded in performance and cost.
• Feed market and competitive signal back into product and GTM. You will be close enough to the front line to influence both.

What Success Looks Like

• First 30 days: ramped on the product and the competitive landscape, pipeline-building motion underway, first qualified opportunities created.
• First 3 months: active POC/POV engagements progressing, first closed deals, a repeatable approach to your target segment emerging.
• First 6 months: consistent quota attainment, a healthy multi-quarter pipeline, and a meaningful voice in how Firebolt sells globally.

Why Firebolt

• A genuinely strong technical product that wins on benchmarks, not slideware.
• An engineering team that partners with you on every serious deal, so you are never selling alone.
• Early-stage ownership and real influence over the GTM motion.
• Competitive base salary, uncapped commission, and equity.
• A challenger culture that values directness, technical depth, and people who get things done.

Requirements

Must-Haves

• Proven experience selling data infrastructure products is required. This means databases, data warehouses, data lakes/lakehouses, streaming, or analytics platforms (for example Snowflake, Databricks, ClickHouse, Confluent, MongoDB, Teradata, BigQuery, or similar). General SaaS sales alone does not meet this bar.
• A consistent track record of closing deals and hitting or exceeding quota.
• Comfort selling to technical buyers and holding your own in a conversation about architecture, performance, and cost, without needing an engineer in the room for every call.
• Experience running technical evaluations and POC/POV cycles as part of the sales process.
• Strong commercial instincts: scoping, pricing conversations, and negotiation.
• Ability to operate across global time zones from an India base, including regular overlap with US and European hours.
• Self-directed and resourceful.

Nice-to-Haves

• Experience selling open-source or open-core products and navigating the community-to-commercial motion.
• Familiarity with the modern data stack: Apache Iceberg, open table formats, CDC pipelines, Parquet, and the competitive landscape among Firebolt, Snowflake, BigQuery, ClickHouse, Trino, and Databricks.
• An existing network among data and platform engineering leaders.
• Experience at an early-stage or high-growth company.

How to Apply

Send your CV and a short note on a data infrastructure deal you are proud of, what you sold, who you sold it to, and how you got it across the line. Tell us why this role and why now.

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Firebolt is an equal opportunity employer. We hire on merit and are committed to a fair, inclusive process for every candidate.