SAL1119 - Senior Account Executive II - Tom Donnelly

Make an impact at Collibra by fuelling Collibra's growth across your assigned West Coast territory, with a focus on Public Sector and Higher Education institutions. As part of our Enterprise Sales team, you will manage some of Collibra's most strategically important customers and prospects, including state and local government agencies, public universities, and higher education systems. In this role, you will use your knowledge of Enterprise SaaS sales and the unique data challenges facing public sector organizations to establish trusted and credible relationships, build Collibra's brand and awareness around our solution, and serve as a Data Intelligence advisor throughout the customer journey, driving demand, adoption, and expansion for Collibra solutions within your territory.

• Prospecting for net new Public Sector and Higher Education accounts, greenfield building, and developing relationships with existing customers to maintain active deal pipeline and ideal quota coverage in your territory.
• Managing and creating demand for expansion on existing customers to widen the footprint of Collibra within these accounts.
• Managing complex deal cycles within public sector and higher education environments, from lead origination to stakeholder mapping, through negotiation to close and expansion.
• Successfully collaborating with customers, partners, and peers in a consultative sales process where you will identify value and ROI aligned to the compliance, governance, and data management needs of public sector institutions.
• Navigating the unique procurement cycles, budget timelines, and buying processes common in public sector and higher education organizations.
• Reliable, accurate forecasting, with Salesforce updates reflective of real-time activity.

• Consistently achieved or overachieved your SaaS sales quota.
• Experience selling into Public Sector, State & Local Government, or Higher Education accounts, this background is strongly preferred and will be a key factor in candidate selection.
• Experience in the Data Management domain highly preferred, with familiarity with enterprise data management or analytics platforms a strong plus.
• A strong understanding of the procurement cycles, compliance requirements, and stakeholder dynamics unique to public sector and higher education organizations.
• Originated and navigated complex, direct sales cycles with multiple technical and business stakeholders.
• Sold net-new business and expansion opportunities to C-level and senior leadership buyers in large enterprise and public sector accounts.
• Managed consultative sales processes, with value-based impacts or outcomes.
• At least 2-3 years of experience in data management or public sector technology sales, familiar with corresponding sales methodologies and comprehensible track records.
• Demonstrated proficiency in leveraging AI tools (e.g., Claude, Gemini, ChatGPT, Copilot) to solve real-world business challenges, drive measurable outcomes, or streamline workflows.
• A bachelor's degree or equivalent related working experience.
• This position is not eligible for visa sponsorship.

• Known for your integrity and commitment to the customer.
• Deeply familiar with the purchasing processes, budget cycles, and compliance considerations unique to public sector and higher education organizations.
• Composed, resourceful, and focused in high-growth environments.
• Comfortable traveling 25-50% within your West Coast territory to engage customers and prospects in person.
• Adaptive, accountable, and execution-oriented.
• A precise communicator and persuasive negotiator.
• Proud of your work and aim for excellence.

• Within your first month, you have completed onboarding, connected with your team members as well as with your functional peers.
• Within your third month, you will be in the midst of building a pipeline of business within your assigned Public Sector and Higher Education accounts.
• Within your sixth month, you will have a solid foundation of prospective clients who you will be close to closing.

The standard base salary range for this position is $140,000 - $175,000 per year. This position is eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including, but not limited to, experience, skills, and location.

In addition to base salary, we offer a competitive total rewards package, including bonus potential, equity for eligible roles, a Flex Fund monthly stipend, pension/401k plans, and more.

Collibra recognizes and values that everyone has different needs, interests, and life goals. We built our benefits program with flexibility in mind to support you and your loved ones through a diverse range of circumstances and life events. These flexible offerings sit on a foundation of competitive compensation, health coverage, and time off. Learn more about Collibra’s benefits.

We create inclusion and belonging through how we onboard, meet, connect, engage, and communicate. Learn more about diversity, equity, and inclusion at Collibra.

At Collibra, we’re proud to be an equal opportunity employer. We realize the key to creating a company with a world-class culture and employee experience comes from who we hire and creating a workplace that celebrates everyone.

With this, we proudly consider qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, sexual orientation, pregnancy, sex, gender identity, gender expression, genetic information, physical or mental disability, HIV status, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status or any other legally protected category. If you have a need that requires accommodation, let us know by completing our Accommodations for Applicants form.