Enterprise Account Executive

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

📋 Description

• Take ownership of the entire enterprise sales process, encompassing account development, discovery, technical evaluation, proposal preparation, negotiation, procurement, and closing deals.

• Cultivate and sustain a strong pipeline through qualified inbound leads, targeted outbound outreach, partner collaboration, and strategic account growth.

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

• Conduct discovery sessions to identify customer challenges, business objectives, technical needs, and decision-making criteria.

• Implement value-selling practices, Command of the Message, and MEDDPICC methodologies.

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

• Collaborate with Solutions Engineering for technical assessments and proofs of value.

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

• Formulate account strategies for initial adoption and ongoing growth.

• Keep accurate records of opportunities, pipeline, MEDDPICC, and forecasting information.

• Meet or surpass quarterly booking objectives.

• Work alongside Product, Marketing, Engineering, Customer Success, and other internal teams to gather market feedback, competitive insights, customer needs, and product opportunities.

• Manage a designated portfolio of enterprise accounts, driving new business development across Airbyte’s product range.

⛳️ Requirements

• 3-5+ years of B2B sales experience in SaaS, cloud infrastructure, developer tools, or data technology sectors.

• A minimum of 1-2+ years of experience selling to enterprise accounts.

• Proven track record of achieving or exceeding sales quotas in a new business sales capacity.

• Experience managing intricate, multi-stakeholder enterprise sales cycles.

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

• Skill in identifying and quantifying business challenges, developing compelling value propositions, establishing urgency, and navigating enterprise decision-making processes.

• Confidence in engaging both technical practitioners and executive-level buyers.

• Ability to articulate complex technical capabilities in terms of clear business benefits.

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

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

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

• A proactive, inquisitive, accountable, and collaborative working style.

• Capability to thrive in a dynamic and fast-paced environment.

🏝️ Benefits

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

• 16 weeks of fully paid parental leave available for all parents.

• Comprehensive medical, dental, and vision insurance for employees and their dependents.

• 401(k) retirement savings plan.

• Budget for professional development, conference sponsorships, and book reimbursements.

• Commuter benefits along with monthly internet reimbursement.

• Complimentary breakfast and lunch at our San Francisco office.

• A collaborative, in-person culture emphasizing learning, growth, and impact.

• Equity opportunities.

• Commission structure.