Sales Director

About us

Zetaris is the world's leading data harness for AI - the open, vendor-agnostic layer that harnesses an organization's data engines and AI models so every agent, analyst, and application can build on enterprise data instantly. Zetaris lets teams query, govern, and activate their data in place, across every source and system they own, without data movement, ETL pipelines, or proprietary lock-in. By harnessing underlying engines such as Spark, Presto, and Trino, Zetaris delivers governed, real-time access to data wherever it lives - with full sovereignty over security, cost, and compliance. As enterprises face mounting pressure to deliver AI ROI on fragmented, distributed data estates, Zetaris provides the open data infrastructure that turns that ambition into measurable outcomes.

Role Overview

A Sales Director who will lead Zetaris's enterprise sales growth in North America, based in Dallas, Chicago or Toronto. You will open and close new enterprise accounts for the Zetaris platform and Zetaris Cloud, selling to data and technology leaders who need to put AI to work on data spread across many systems, clouds, and on-premises platforms.

This is a hands-on, quota-carrying role for someone who has sold in the data platform market and can speak credibly about data warehouses, lakehouses, databases, and query engines. You will build pipeline, run complex enterprise sales cycles from first meeting to signed contract, and work closely with Pre-Sales, Product, Marketing, and Customer Success to land and expand accounts. As one of our first sales leaders in the region, you will also help shape how Zetaris goes to market in North America. We are looking for someone who combines data platform expertise with partner experience: a proven record in both direct (straight) enterprise sales and selling with and through partners.

Basic Zetaris platform knowledge: Basic knowledge of the Zetaris platform is important for this role. As part of your application, please register and navigate the platform at https://www.zetaris.com/cloud. No deep product knowledge is required - we're interested in seeing how you navigate and apply the platform based on your understanding.

Responsibilities

Design, build, and maintain scalable data pipelines and integrations supporting the Zetaris Networked Data Platform, including:

• Own and deliver an annual new business revenue target across assigned territories and named enterprise accounts.
• Build and manage a strong pipeline through outbound prospecting, executive networking, partner referrals, and marketing-led opportunities.
• Run complex, multi-stakeholder enterprise sales cycles, engaging CDOs, CIOs, CTOs, heads of data and AI, enterprise architects, and procurement teams.
• Position Zetaris as the open, vendor-agnostic data harness that works alongside platforms customers already use, such as Snowflake, Databricks, Oracle, and MongoDB, rather than replacing them.
• Lead discovery to uncover costly data-access problems, such as fragmented data, data movement and duplication, ETL overhead, and AI projects stalled by data access, and build a quantified business case for change.
• Work with Pre-Sales to scope and run focused proofs of value with clear success criteria and a defined path to production.
• Structure and negotiate commercial agreements, including Zetaris's capacity-based pricing, multi-year terms, and enterprise procurement and legal requirements.
• Build and leverage relationships with cloud providers, systems integrators, resellers, and technology partners to create co-sell opportunities.
• Keep pipeline, forecast, and account information accurate and up to date in HubSpot, and provide reliable weekly and quarterly forecasts.
• Feed customer and market insight back to Product and Marketing to shape the roadmap, messaging, and go-to-market strategy for North America.
• Represent Zetaris at industry events, conferences, and executive briefings.
• Help build the North American sales playbook, and contribute to hiring and mentoring as the team grows.

Attributes

• Essential: Proven experience selling, or working closely with, data platforms and data technologies such as Snowflake, Databricks, Oracle, MongoDB, Teradata, Cloudera, Starburst, Denodo, or cloud data services on AWS, Azure, or Google Cloud.
• Essential: A combination of direct enterprise sales and partner-led sales - co-selling with cloud providers, systems integrators or technology partners - ideally including time in an alliance or partner sales role.
• 10+ years' enterprise software sales experience, including at least 5 years selling data, analytics, or AI solutions to large organisations.
• Consistent track record of meeting or exceeding new business quota, closing six- and seven-figure deals.
• Strong understanding of the modern data landscape: data warehouses, lakehouses, data virtualisation and federation, query engines (e.g. Spark, Presto, Trino), data governance, and AI/ML workloads.
• Ability to explain technical concepts in business terms, and to build ROI and total cost of ownership cases.
• Experience with structured sales methodologies such as MEDDICC, Challenger, or Command of the Message.
• Established network of senior data and technology buyers in North America, ideally in Dallas, Chicago or Toronto.
• Experience selling into one or more of financial services, healthcare, energy, telecommunications, or the public sector.
• Experience with consumption- or capacity-based software pricing models.
• Experience working with cloud marketplaces, systems integrators, and channel partners.
• Experience in a start-up or scale-up environment, and comfortable building process where little exists.
• Proficiency with CRM and sales tools (e.g. HubSpot, Salesforce, LinkedIn Sales Navigator).
• Excellent communication, presentation, and negotiation skills.
• Willingness to travel within North America as required.

Behavioural & Soft Skills

• Self-driven and resilient, comfortable owning a target and handling the ups and downs of new business sales.
• Builds trusted relationships with senior executives through credibility, preparation, and follow-through.
• Curious about customers' businesses, and listens before proposing solutions.
• Takes ownership of outcomes and works independently with minimal supervision.
• Collaborates closely with Pre-Sales, Product, Marketing, and Customer Success to win as a team.
• Adapts quickly to shifting priorities and thrives in a fast-paced, evolving environment.
• Communicates clearly and confidently with both technical and business audiences.
• Acts with integrity, professionalism, and accountability in all interactions and decisions.
• Maintains a proactive, positive, and results-focused mindset, even under pressure. 

Key Performance Indicators

• New business revenue: Annual contract value closed against quota.
• Pipeline generation: Qualified pipeline created, with coverage of at least three times quota.
• Win rate and sales cycle: Proportion of qualified opportunities won, and time from first meeting to signed contract.
• Proof-of-value conversion: Share of proofs of value that convert to production contracts.
• Forecast accuracy: Closed revenue against the quarterly forecast committed.
• Account expansion: Growth in capacity, workloads, and contract value within new customers after the initial sale.

Why you will love working with Zetaris

• Be one of Zetaris's first sales leaders in North America, at the forefront of an international expansion backed by a global co-investment partnership.
• Sell a differentiated, open platform into a fast-growing market as enterprises race to deliver AI on their data.
• Shape the go-to-market strategy and commercial direction of a growing software company.
• Work in a collaborative, agile environment where your ideas directly influence success.
• Competitive base salary and commission plan, with performance incentives and potential for equity participation.