Enterprise Account Executive

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

📋 Description

• Take ownership of the complete enterprise sales cycle, spanning account development, discovery, technical evaluation, proposal, negotiation, procurement, and closure.

• Develop and sustain a pipeline through qualified inbound opportunities, strategic outbound prospecting, partner collaborations, and targeted account development.

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

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

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

• Quantify customer pain points, create urgency, differentiate Airbyte, and maintain control of the sales process.

• Construct business cases that link Airbyte’s technical capabilities to measurable customer outcomes.

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

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

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

• Ensure accurate maintenance of opportunity, pipeline, MEDDPICC, and forecast data.

• Meet or exceed quarterly booking targets consistently.

• Partner with Product, Marketing, Engineering, Customer Success, and other internal teams to gather market feedback, competitive intelligence, customer needs, and product opportunities.

⛳️ Requirements

• A minimum of 6 years of B2B sales experience in SaaS, cloud infrastructure, developer tools, or data technology.

• At least 3 years of experience selling to enterprise accounts.

• Proven track record of meeting or surpassing quotas in a new-business sales capacity.

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

• Familiarity with Command of the Message, MEDDPICC, and value-based selling techniques.

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

• Confidence in engaging with both technical practitioners and executive buyers.

• Capability to translate intricate technical abilities into clear business value.

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

• Excellent organizational, pipeline management, and forecasting skills.

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

• Foundational knowledge of cloud infrastructure, the modern data stack, APIs, data integration, and database replication is strongly preferred.

• Quick to learn complex technical concepts.

• Proactive, curious, accountable, and collaborative work style.

• Ability to operate effectively in a fast-paced and evolving environment.

• Must be based in the United States and work within the East Coast Timezone.

🏝️ Benefits

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

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

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

• 401(k) retirement plan.

• Budget for professional development.

• Sponsorship for conferences.

• Book reimbursement.

• Commuter benefits.

• Monthly reimbursement for internet expenses.

• Breakfast and lunch provided in our San Francisco office.

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

• Equity opportunities.

• Commission structure.