Airbyte

Enterprise Account Executive

Rol remoto de Sales con fit claro de ubicación del candidato.

Publicado20 jul 2026

Países elegibles1 país aceptado

Señal de seniorityNivel abierto

Modelo de trabajoRemoto

Ubicaciones aceptadas para candidatos

Estados Unidos

Resumen del rol

Enterprise Account Executive

Requisitos y responsabilidades

Contenido del rol extraído en secciones para revisar más rápido.

What You’ll Do:

Own the full enterprise sales cycle, from account development and discovery through technical evaluation, proposal, negotiation, procurement, and closed-won.
Build and maintain a healthy pipeline through a combination of 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 effective 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, to quantify customer pain, establish urgency, differentiate Airbyte, and maintain control of the sales process.
Build clear and compelling business cases that connect Airbyte’s technical capabilities to measurable customer outcomes.
Partner closely with Solutions Engineering to scope, manage, and successfully complete technical evaluations and proofs of value.
Navigate complex security, legal, procurement, and commercial processes.
Create account strategies that support both initial adoption and long-term expansion.
Maintain accurate opportunity, pipeline, MEDDPICC, and forecast information.
Consistently achieve or exceed quarterly bookings targets.
Collaborate with Product, Marketing, Engineering, Customer Success, and other internal teams to share market feedback, competitive intelligence, customer requirements, and product opportunities.

What You’ll Need:

6+ years of B2B sales experience within SaaS, cloud infrastructure, developer tools, or data technology, including at least 3 years selling into enterprise accounts.
A 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.
A proven 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.
The 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.
A proactive, curious, accountable, and collaborative working style.
The ability to operate effectively in a fast-paced and evolving environment.