Enterprise Account Executive

This is a fully remote position, open to applicants in Canada.

📋 Description

• Take charge of the complete enterprise sales cycle, which includes account development, discovery, technical evaluation, proposal, negotiation, procurement, and securing closed-won deals.

• Build and sustain a robust pipeline through qualified inbound opportunities, focused outbound prospecting, partner engagement, and strategic account development.

• Cultivate trusted relationships with technical, business, and executive stakeholders.

• Lead discovery sessions to identify customer challenges, business priorities, technical requirements, and decision-making criteria.

• Implement value-selling principles alongside Airbyte’s sales methodology, incorporating Command of the Message and MEDDPICC.

• Develop business cases that link Airbyte’s technical capabilities to quantifiable customer outcomes.

• Collaborate with Solutions Engineering on technical evaluations and proofs of value.

• Navigate through security, legal, procurement, and commercial processes.

• Formulate account strategies that support both initial adoption and long-term growth.

• Ensure accurate maintenance of opportunity, pipeline, MEDDPICC, and forecasting information.

• Meet or surpass quarterly bookings targets.

• Work in tandem with Product, Marketing, Engineering, Customer Success, and other internal teams to provide market feedback, competitive intelligence, customer requirements, and product opportunities.

• Manage a defined portfolio of enterprise accounts, generating, progressing, and closing new business across Airbyte’s product offerings.

⛳️ Requirements

• 3-5+ years of experience in B2B sales within SaaS, cloud infrastructure, developer tools, or data technology, including at least 1-2+ years of experience selling to enterprise accounts.

• Proven track record of meeting or exceeding quotas in a new-business sales role.

• Experience in managing complex enterprise sales cycles involving multiple stakeholders.

• Familiarity with structured enterprise sales methodologies such as Command of the Message, MEDDPICC, and value-based selling.

• Ability to identify and quantify business pain, create persuasive value propositions, instill urgency, and navigate enterprise decision-making processes.

• Confidence in engaging both technical practitioners and executive buyers.

• Skill in translating complex technical capabilities into understandable business value.

• Strong skills in prospecting, discovery, presentation, negotiation, and communication.

• Excellent organizational abilities, pipeline management, and forecasting discipline.

• Direct experience with data infrastructure, cloud platforms, data integration, or the modern data stack is highly preferred.

• Proactive, curious, accountable, and collaborative approach to work.

• Capability to function effectively in a fast-paced and evolving environment.

• Foundational knowledge of cloud infrastructure, the modern data stack, APIs, data integration, and database replication is highly preferred; candidates who can rapidly grasp complex technical concepts will also be considered.

🏝️ Benefits

• Flexible PTO with a culture that promotes taking at least 25 days off each year.

• Public holidays that align with provincial employment standards.

• Comprehensive health coverage, including extended health benefits beyond provincial public healthcare.

• Virtual healthcare services providing access to doctors and other care providers online.

• Retirement savings options through a group retirement savings plan.

• Coverage under Canada/Québec Pension Plan, Employment Insurance, and workers' compensation.

• Budget for professional development.

• Sponsorship for conferences.

• Book reimbursement.

• Equity options.

• Commission opportunities.