Enterprise Account Executive

Role Overview

Join Airbyte as an Enterprise Account Executive. You will own the full enterprise sales cycle, from account development to closing, while building a healthy pipeline and driving long-term expansion.

Key Missions / Responsibilities

• Own the end-to-end enterprise sales cycle (from initial adoption to closure).
• Build and maintain a qualified, healthy pipeline through targeted prospecting.
• Develop trusted relationships with technical, commercial, and executive stakeholders.
• Create account strategies for initial adoption and long-term expansion.
• Collaborate with internal teams and consistently meet or exceed quarterly bookings targets.

Requirements

• Proven ability to identify and quantify business pain, craft value propositions, create urgency, and navigate enterprise decision-making.
• Ability to translate complex technical capabilities into clear business value.
• Strong organization, pipeline management, and forecasting discipline.
• Demonstrated history of meeting/exceeding quota in a new-business role.
• Strong skills in prospecting, discovery, presentation, negotiation, and communication.
• Confidence engaging both technical practitioners and executive buyers.
• Experience with structured enterprise sales methodologies such as:
  • Command of the Message
  • MEDDPICC
  • Value-based selling
• Experience in a fast-paced, evolving environment.

Nice-to-Haves

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

Experience

• 6+ years of B2B sales experience in SaaS/cloud infrastructure/developer tools/data technology, including at least 3 years selling to enterprise accounts.

Personal Attributes

• Proactive, curious, accountable, and collaborative style.
• Encouraged to apply even if you don’t meet every requirement.