Airbyte

Airbyte

Enterprise Account Executive

United States · Senior

Sponsorship not specifiedDetected 14 days ago
Cloud PlatformsSalesAccount ManagementPipeline ManagementNegotiationOutbound SalesForecastingProcurementCustomer SuccessCommunication

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odds of building a lasting career here

37Risky
Cap-exempt (no lottery)0
Sponsors this role80
Entry-level history0
PERM / green-card track0
Lottery odds40
Fits your clock70

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Employer immigration record

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Files H-1B transfers

4 transfer filings in the last year, covering 4 workers. Median labor-condition decision: 16 days. An employer that already files transfers is one that can take over an existing H-1B.

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About the role

  • Airbyte is seeking an experienced Enterprise Account Executive to join our growing sales organization.
  • 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.
  • A successful candidate will be comfortable navigating complex technical environments, leading multi-stakeholder sales processes, and connecting technical capabilities to measurable business outcomes.

Responsibilities

  • 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.
  • Create account strategies that support both initial adoption and long-term expansion.
  • Maintain accurate opportunity, pipeline, MEDDPICC, and forecast information.
  • Collaborate with Product, Marketing, Engineering, Customer Success, and other internal teams to share market feedback, competitive intelligence, customer requirements, and product opportunities.

Requirements

  • 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.
  • 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.
  • The ability to translate complex technical capabilities into clear business value.
  • The ability to operate effectively in a fast-paced and evolving environment.

Nice to have

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

Compensation

  • Flexible PTO with a culture that encourages at least 25 days off annually, and public holidays in line with provincial employment standards

Company info

  • Airbyte is the data and action layer for AI agents.
  • We give agents fast, accurate, authenticated access to business data across hundreds of sources, so they can discover the entities that matter, reason over real-time context, and take action in the systems they read from, not just observe them.
  • We started as the open-source standard for data movement and proved the economics of data integration at scale: hundreds of connectors, thousands of companies, and, since 2020, have raised $181M from leading investors including Benchmark, Accel, Altimeter, Coatue, and Y Combinator.
  • As our CEO Michel Tricot puts it, "the last ten years were all about structured data.
  • The future is all about context." We're now building that context infrastructure for production-grade agents on the same open foundation, as agents become the primary consumers of enterprise data.
  • Our mission is unchanged:
  • make data available and actionable to everyone, everywhere.
  • That everyone now includes AI agents.
  • 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.

Visa & Work Authorization

  • Professional development budget, conference sponsorship, and book reimbursement
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This listing is sourced directly from Airbyte's careers page and normalized into a canonical job model.