About this role
The Role
You’ll own a net-new enterprise territory in Melbourne. Most of your number comes from accounts that don’t buy from us yet.
New business usually starts with a team already running ClickHouse — open source, or a Cloud account someone expensed — until a bill or a security review pushes the conversation up to the platform team and the budget owner. Common triggers: an Elasticsearch or Splunk bill that’s hard to defend, a warehouse that can’t serve a customer-facing feature fast enough, an AI product querying tens of billions of rows.
You’ll carry a small set of existing accounts alongside the hunt, where growth comes from new teams inside an account that already buys from us. One team lands a workload, it works, and four other teams have a similar problem. But the bulk of this role is finding and opening accounts that aren’t on our map yet.
What You Will Be Doing
- Own the full sales cycle for new accounts in your territory — first conversation through security review, procurement, and close, on Cloud commitments and multi-year committed spend.
- Build your own pipeline. Self-sourced outbound is the primary input to this territory, not a supplement to inbound.
- Find and convert existing ClickHouse usage in new accounts. Unmanaged open-source deployments and self-serve Cloud accounts are the highest-yield source of new pipeline in this segment.
- Multi-thread across the data platform team, the budget owner, security, and the executive sponsor rather than relying on a single champion.
- Work with your Solutions Architect through the technical evaluation. They own the technical win, you own the commercial strategy and the close.
- Run the procurement path: security questionnaires, legal redlines, vendor onboarding, and BYOC or private-deployment requirements, including Australian data residency where it’s required.
- Give your champion the internal business case — TCO comparison against the incumbent, migration plan, and risk mitigation.
- Grow the accounts you land by mapping the remaining teams and use cases and building an expansion plan against them.
- Watch consumption trends across your accounts and engage early when usage flattens or spikes. Both are signals.
- Keep Salesforce accurate and submit a forecast leadership can plan against.
- Participate in the developer community in your territory: meetups, conferences, and events across Melbourne.
What You Bring
- 6+ years selling technical infrastructure to enterprise buyers — databases, data platforms, cloud infrastructure, observability, or developer tooling.
- A track record of self-sourced pipeline. You can explain your weekly prospecting approach and what actually works for you.
- Experience selling into Melbourne and Victorian enterprise accounts, and familiarity with how procurement and security review run here.
- A track record closing complex deals that went through security review, legal, and procurement.
- Enough technical fluency to hold a