Enterprise Account Executive

🕒 October 8

🇺🇸 United States – Remote

💵 $212.5k - $300k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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📋 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 across technical, business, and executive stakeholders within enterprise accounts • 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 complex 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

• 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 • Remote in the U.S. (Central and Eastern timezone)

🏖️ 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 • Statutory protections – Canada/Québec Pension Plan, Employment Insurance and workers' compensation coverage • Professional development budget • Conference sponsorship • Book reimbursement • Equity • Commission

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