Enterprise Account Executive

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $212.5k - $300k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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Airbyte

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2020

☁️ SaaS

🤝 B2B

🤖 Artificial Intelligence

💰 $150M Series B - Airbyte on 2021-12

SaaS • B2B • Artificial Intelligence

Airbyte is an open-source data integration platform that provides ETL/ELT, data replication, and connector infrastructure for moving and activating data across databases, warehouses, lakes, and applications. It offers both a developer-friendly open-source core and commercial SaaS/enterprise offerings with connectors, an Agent Engine to power AI agents and real-time workflows, and features for security, governance, and high-throughput pipeline management. Airbyte is used by data teams to build, operate, and scale data pipelines and to feed analytics, BI, machine learning, and GenAI systems.

📋 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 in enterprise accounts • Lead discovery to uncover customer challenges, business priorities, technical requirements, and decision criteria • Apply Command of the Message, MEDDPICC, and value-selling principles • Quantify customer pain, establish urgency, differentiate Airbyte, and maintain control of the sales process • 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

🎯 Requirements

• 6+ years of B2B sales experience in SaaS, cloud infrastructure, developer tools, or data technology • At least 3 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 with 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 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 strongly preferred • Foundational understanding of cloud infrastructure, the modern data stack, APIs, data integration, and database replication strongly preferred • Ability to quickly learn complex technical concepts • Proactive, curious, accountable, and collaborative working style • Ability to operate effectively in a fast-paced and evolving environment • Must be located in the United States and work in the East Coast Timezone

🏖️ Benefits

• Flexible PTO with a culture that encourages at least 25 days off annually • 16 weeks fully paid parental leave for all parents • Comprehensive medical, dental, and vision coverage for employees and dependents • 401(k) retirement plan • Professional development budget • Conference sponsorship • Book reimbursement • Commuter benefits • Monthly internet reimbursement • Breakfast and lunch in our San Francisco office • Collaborative, in-person culture focused on learning, growth, and impact • Equity • Commission