Sales Director

Fivetran is currently seeking a high-performing Enterprise Account Executive to join their remote team. This role is focused on driving growth within the high-stakes enterprise segment, specifically targeting top-tier accounts. The successful candidate will play a pivotal role in identifying how Fivetran’s sophisticated data replication capabilities and its ecosystem—including its partnership with dbt Labs—can solve critical infrastructure challenges for large-scale organisations.

About the role

This position is designed for a seasoned sales professional who thrives on managing complex, long-cycle engagements. You will not simply be selling a product; you will be positioning Fivetran as a core pillar of a company’s data architecture. Since this is a remote-based role, the organisation places a high premium on self-starters who are comfortable navigating autonomous work environments while remaining tightly aligned with global revenue teams.

Successful applicants will be expected to attend an intensive one-week Revenue Bootcamp in person shortly after joining. This immersion programme is designed to ensure you are fully equipped with the technical depth and commercial strategies required to represent Fivetran effectively from day one.

Your primary objective is to build a robust sales pipeline and successfully close new business. You will be expected to leverage a mix of direct outbound outreach, close collaboration with Sales Development Representatives (SDRs), and strategic engagement with technology and systems integration partners.

Key responsibilities include:

• Identifying and securing high-value opportunities within named enterprise accounts.
• Articulating the unique value proposition of automated data movement to senior technical and business decision-makers.
• Orchestrating sales cycles that typically span 90 to 180 days, involving multiple departments and various stakeholders.
• Guiding prospects through the procurement process, including managing legal reviews and internal deal desks.
• Cultivating long-term partnerships with internal champions who can advocate for Fivetran’s solutions within their organisations.

What they're looking for

The ideal candidate brings a sophisticated understanding of the data technology landscape. You should be able to translate technical features into clear business outcomes for C-suite and executive stakeholders. Fivetran is looking for someone who treats their territory like a business, applying disciplined planning to identify and penetrate the most significant accounts.

Essential qualifications:

• At least 8 years of professional experience in enterprise-level new business sales.
• A proven track record of consistently meeting or exceeding aggressive revenue targets.
• Deep familiarity with the data, cloud, or software-as-a-service (SaaS) industry.
• Strong strategic planning skills, with the ability to execute both inside and outside sales approaches.
• Exceptional communication skills, particularly in navigating the bureaucracy of large, complex organisations.

In the South African market, roles of this calibre often mirror those seen in global tech firms operating remotely or through local subsidiaries. Professionals stepping into these enterprise sales positions can expect to join a highly competitive environment. Growth from this role often leads to leadership positions, such as Regional Sales Manager or VP of Sales, particularly for those who can demonstrate a mastery of the data infrastructure market. Compensation in this sector is typically composed of a competitive base salary supplemented by a significant commission structure, which reflects the seniority and high-value nature of closing large enterprise deals.

• A minimum of 8 years' experience in new business sales, with a track record of success in selling to enterprise-level organizations.
• Vision and strategy through territory and account planning.
• Proficient in sales within the Data industry.
• Effective in utilizing both inside and outside sales approaches to secure deals.