Airbyte

Mid Market Account Executive

San Francisco · Mid

Sponsorship not specifiedDetected 14 days ago

Cloud PlatformsSalesAccount ManagementPipeline ManagementNegotiationOutbound SalesForecastingProcurementCustomer SuccessCommunicationTime Management

About the role

Airbyte is seeking an experienced Mid-Market Account Executive to join our growing sales organization.
You will primarily engage with data, engineering, and technology organizations, working with stakeholders ranging from data engineers and developers to Heads of Data, Engineering leaders, CTOs, and CIOs.
A successful candidate will be comfortable managing multiple sales cycles, learning complex technical concepts, and connecting customer challenges to clear business outcomes.

Own the full sales cycle, from prospecting 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.
Manage multiple concurrent opportunities while maintaining clear priorities, strong deal progression, and consistent follow-through.
Develop trusted relationships across technical, business, and executive stakeholders.
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 identify customer pain, quantify business impact, establish urgency, and maintain control of the sales process.
Build clear 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.
Maintain accurate opportunity, pipeline, MEDDPICC, and forecast information.
Collaborate with Product, Marketing, Engineering, Customer Success, and other internal teams to share customer feedback, competitive intelligence, and market requirements.

4+ years of B2B sales experience within SaaS, cloud infrastructure, developer tools, or data technology.
Experience managing multiple sales cycles across a portfolio of mid-market accounts.
Experience selling to technical practitioners, business stakeholders, and senior technology leaders.
Familiarity with structured sales methodologies such as Command of the Message, MEDDPICC, and value-based selling.
The ability to translate complex technical capabilities into clear business value.
The ability to operate effectively in a fast-paced and evolving environment.

A foundational understanding of cloud infrastructure, the modern data stack, APIs, data integration, and database replication is strongly preferred.
Experience with data infrastructure, cloud platforms, data integration, or the modern data stack is strongly preferred.

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
A collaborative, in-person culture focused on learning, growth, and impact
Maintain sufficient pipeline coverage to support consistent achievement of quarterly bookings targets.

make data available and actionable to everyone, everywhere.
That everyone now includes AI agents.
Success will be driven by landing new customers, establishing Airbyte within an initial use case, and identifying opportunities to expand adoption across additional teams and workloads.

This listing is sourced directly from Airbyte's careers page and normalized into a canonical job model.