Enterprise Account Executive

🕒 October 8

🇨🇦 Canada – Remote

💵 CA$290k - CA$350k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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Airbyte

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2020

💼 Consulting

📦 Logistics

🤖 Artificial Intelligence

Consulting • Logistics • Artificial Intelligence

Airbyte is an open-source data integration engine designed to help organizations consolidate their data in data warehouses, lakes, and databases. With its cloud and self-managed options, Airbyte provides secure data movement for enterprises, offering hundreds of integrations, database replication, and the ability to create custom connectors quickly. It is ideal for AI and machine learning use cases, making unstructured data actionable and integrating with vector databases efficiently. Airbyte fosters a large data and AI community, encouraging collaboration and knowledge sharing to solve data movement challenges effectively.

📋 Description

• Own the full enterprise sales cycle from account development and discovery through technical evaluation, proposal, negotiation, procurement, and closed-won • Build and maintain pipeline through qualified inbound opportunities, targeted outbound prospecting, partner engagement, and strategic account development • Develop trusted relationships with technical, business, and executive stakeholders • Lead discovery to uncover customer challenges, business priorities, technical requirements, and decision criteria • Apply value-selling principles and Airbyte’s sales methodology, including Command of the Message and MEDDPICC • Build business cases connecting Airbyte’s technical capabilities to measurable customer outcomes • Partner with Solutions Engineering on technical evaluations and proofs of value • Navigate security, legal, procurement, and commercial processes • Create account strategies supporting initial adoption and long-term expansion • Maintain accurate opportunity, pipeline, MEDDPICC, and forecast information • Achieve or exceed quarterly bookings targets • Collaborate with Product, Marketing, Engineering, Customer Success, and other internal teams on market feedback, competitive intelligence, customer requirements, and product opportunities • Own a defined portfolio of enterprise accounts and generate, progress, and close new business across Airbyte’s product offerings

🎯 Requirements

• 3-5+ years of B2B sales experience within SaaS, cloud infrastructure, developer tools, or data technology, including at least 1-2+ years selling into enterprise accounts • Demonstrated history of meeting or exceeding quota in a new-business sales role • Experience managing complex, multi-stakeholder enterprise sales cycles • Experience using structured enterprise sales methodologies such as Command of the Message, MEDDPICC, and value-based selling • Ability to uncover and quantify business pain, build compelling value propositions, establish urgency, and navigate enterprise decision-making processes • Confidence engaging both technical practitioners and executive buyers • Ability to translate complex technical capabilities into clear business value • Strong prospecting, discovery, presentation, negotiation, and communication skills • Excellent organization, pipeline management, and forecasting discipline • Direct experience with data infrastructure, cloud platforms, data integration, or the modern data stack is strongly preferred • Proactive, curious, accountable, and collaborative working style • Ability to operate effectively in a fast-paced and evolving environment • Foundational understanding of cloud infrastructure, the modern data stack, APIs, data integration, and database replication is strongly preferred; candidates able to quickly learn complex technical concepts will also be considered

🏖️ Benefits

• Flexible PTO with a culture that encourages at least 25 days off annually • Public holidays in line with provincial employment standards • Comprehensive health coverage – extended health benefits on top of provincial public healthcare • Virtual healthcare – access to doctors and other care providers online • Retirement savings – a group retirement savings plan • Canada/Québec Pension Plan, Employment Insurance and workers' compensation coverage • Professional development budget • Conference sponsorship • Book reimbursement • Equity • Commission

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