Enterprise Account Executive

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

📋 Description

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

• Develop and sustain a pipeline through qualified inbound opportunities, focused outbound prospecting, partner collaboration, and strategic account growth.

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

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

• Implement value-selling techniques and Airbyte’s sales strategy, which encompasses Command of the Message and MEDDPICC.

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

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

• Navigate through intricate security, legal, procurement, and commercial procedures.

• Develop account strategies that facilitate initial adoption and long-term growth.

• Ensure accurate tracking of opportunities, pipeline status, MEDDPICC data, and forecasting information.

• Meet or surpass quarterly booking objectives.

• Work together with Product, Marketing, Engineering, Customer Success, and other internal teams to gather market insights, competitive intelligence, customer requirements, and product opportunities.

⛳️ Requirements

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

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

• Experience overseeing 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 points, create compelling value propositions, generate urgency, and navigate enterprise decision-making processes.

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

• Capability to translate intricate technical features into clear 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, inquisitive, accountable, and collaborative work style.

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

• Remote position for candidates located in the U.S. (Central and Eastern time zones).

🏝️ Benefits

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

• Public holidays aligned with provincial employment requirements.

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

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

• Retirement savings plan as part of a group retirement savings initiative.

• Statutory protections including Canada/Québec Pension Plan, Employment Insurance, and workers' compensation coverage.

• Budget allocated for professional development.

• Conference sponsorship opportunities.

• Book reimbursement program.

• Equity participation.

• Commission structure.