Enterprise Account Executive

Airbyte is seeking an experienced Enterprise Account Executive to join our growing sales organization. In this role, you will own a defined portfolio of enterprise accounts and be responsible for generating, progressing, and closing new business across Airbyte’s product offerings
You will work a mix of qualified inbound opportunities and strategically selected target accounts, while building relationships and creating demand across your territory. You will primarily engage with CTO, CIO, data, and engineering organizations, working with stakeholders ranging from data engineers and architects to senior business and technology executives
This is a new-business-focused role. Success will be driven by landing strategic customers, establishing Airbyte within an initial use case, and creating a clear path toward broader adoption across the organization. You will join a fast-growing company with a strong product-led motion, a highly technical customer base, and a significant market opportunity
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
Benefits
Fully Remote Flexible Work Environment
Heath/Dental/Vision/ Life Insurance
401k
Short/Long Term Disability
Co-Working Space
100% Travel Expenses Covered to Come Visit Headquarters
Continuous Learning/Training
A successful candidate will be comfortable navigating complex technical environments, leading multi-stakeholder sales processes, and connecting technical capabilities to measurable business outcomes A foundational understanding of cloud infrastructure, the modern data stack, APIs, data integration, and database replication is strongly preferred. Candidates with a demonstrated ability to quickly learn complex technical concepts will also be considered A demonstrated history of meeting or exceeding quota in a new-business sales role The ability to translate complex technical capabilities into clear business value Strong prospecting, discovery, presentation, negotiation, and communication skills 3-5+ years of B2B sales experience within SaaS, cloud infrastructure, developer tools, or data technology, including at least 1-2+ years selling into enterprise accounts Confidence engaging both technical practitioners and executive buyers Direct experience with data infrastructure, cloud platforms, data integration, or the modern data stack is strongly preferred Excellent organization, pipeline management, and forecasting discipline Experience using structured enterprise sales methodologies such as Command of the Message, MEDDPICC, and value-based selling Experience managing complex, multi-stakeholder enterprise sales cycles The ability to operate effectively in a fast-paced and evolving environment A proven ability to uncover and quantify business pain, build compelling value propositions, establish urgency, and navigate enterprise decision-making processes A proactive, curious, accountable, and collaborative working style
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