Enterprise Account Executive
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Job Description
Enterprise Account Executive selling Airbyte’s AI-agent data infrastructure to Canadian enterprises. Owning complex sales cycles, strategic accounts, pipeline, and new-business growth.
Responsibilities:
- Own the full enterprise sales cycle from account development and discovery through technical evaluation, proposal, negotiation, procurement, and closed-won
- Build and maintain pipeline through qualified inbound opportunities, targeted outbound prospecting, partner engagement, and strategic account development
- Develop trusted relationships with technical, business, and executive stakeholders
- Lead discovery to uncover customer challenges, business priorities, technical requirements, and decision criteria
- Apply value-selling principles, Command of the Message, and MEDDPICC
- Build business cases connecting Airbyte’s technical capabilities to measurable customer outcomes
- Partner with Solutions Engineering on technical evaluations and proofs of value
- Navigate security, legal, procurement, and commercial processes
- Create account strategies for initial adoption and long-term expansion
- Maintain accurate opportunity, pipeline, MEDDPICC, and forecast information
- Achieve or exceed quarterly bookings targets
- Collaborate with Product, Marketing, Engineering, Customer Success, and other internal teams on market feedback, competitive intelligence, customer requirements, and product opportunities
- Own a defined portfolio of enterprise accounts and generate, progress, and close new business across Airbyte’s product offerings
Requirements:
- 3-5+ years of B2B sales experience within SaaS, cloud infrastructure, developer tools, or data technology
- At least 1-2+ years selling into enterprise accounts
- 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
- 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
- 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
- Proactive, curious, accountable, and collaborative working style
- Ability to operate effectively in a fast-paced and evolving environment
Benefits:
- Flexible PTO with a culture that encourages at least 25 days off annually
- 16 weeks fully paid parental leave for all parents
- Comprehensive medical, dental, and vision coverage for employees and dependents
- 401(k) retirement plan
- Professional development budget, conference sponsorship, and book reimbursement
- Commuter benefits and monthly internet reimbursement
- Breakfast and lunch in our San Francisco office
- Collaborative, in-person culture focused on learning, growth, and impact
- Equity
- Commission
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