Enterprise Account Executive

About the role

Airbyte is seeking an experienced Enterprise Account Executive to join our growing sales team. You will manage a portfolio of enterprise accounts, focusing on generating and closing new business across all Airbyte products. This role involves a mix of inbound leads and strategic outbound targeting, building relationships with CTOs, CIOs, and data engineering teams.

Key facts

What you'll do

• Manage the entire enterprise sales cycle, from initial account development through to closing deals.
• Build and maintain a robust sales pipeline using inbound leads, outbound prospecting, partner engagement, and strategic account development.
• Cultivate trusted relationships with technical, business, and executive stakeholders in enterprise accounts.
• Conduct thorough discovery to understand customer challenges, business priorities, technical needs, and decision criteria.
• Apply value-selling principles and Airbyte's sales methodologies, including Command of the Message and MEDDPICC, to quantify customer pain and differentiate Airbyte.
• Create clear and compelling business cases that link Airbyte's technical capabilities to measurable customer outcomes.
• Collaborate with Solutions Engineering to scope and complete technical evaluations and proofs of value.
• Navigate complex security, legal, procurement, and commercial processes.
• Develop account strategies for both initial adoption and long-term expansion within organizations.
• Maintain accurate opportunity, pipeline, MEDDPICC, and forecast information.
• Consistently meet or exceed quarterly bookings targets.
• Work with Product, Marketing, Engineering, and Customer Success teams to share market feedback and customer requirements.

Requirements

• 6+ years of B2B sales experience in SaaS, cloud infrastructure, developer tools, or data technology.
• At least 3 years of experience selling into enterprise accounts.
• A proven record of meeting or exceeding sales quotas in new-business roles.
• Experience managing complex, multi-stakeholder enterprise sales cycles.
• Familiarity with structured enterprise sales methodologies like Command of the Message, MEDDPICC, and value-based selling.
• Demonstrated ability to identify and quantify business pain, create strong value propositions, and establish urgency.
• Confidence in engaging with both technical practitioners and executive buyers.
• The ability to translate complex technical features into clear business value.
• Strong prospecting, discovery, presentation, negotiation, and communication skills.
• Excellent organizational skills, pipeline management, and forecasting discipline.
• A proactive, curious, accountable, and collaborative approach to work.
• The ability to thrive in a fast-paced and evolving environment.

Nice to have

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

Skills & tools

• Command of the Message
• MEDDPICC
• Value-based selling

Practical notes

• Flexible PTO with a recommendation of at least 25 days off annually.
• 16 weeks of 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.
• Breakfast and lunch provided in the San Francisco office.
• Airbyte is an equal opportunity employer and considers qualified applicants with arrest and conviction records in accordance with the San Francisco Fair Chance Ordinance.
• Please inform us if you require assistance or accommodations due to a disability during the application process.