Airbyte
Enterprise Account Executive
San Francisco
Sponsorship not specifiedDetected 1 day ago
Cloud PlatformsSalesAccount ManagementPipeline ManagementNegotiationOutbound SalesForecastingProcurementCustomer SuccessCommunication
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
- 6+ years of B2B sales experience within SaaS, cloud infrastructure, developer tools, or data technology, including at least 3 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
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
- A collaborative, in-person culture focused on learning, growth, and impact
Company info
- 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
Apply directly at Airbyte →Create a free account for alerts like thisView Airbyte immigration profile
This listing is sourced directly from Airbyte's careers page and normalized into a canonical job model.