Mid Market Account Executive

About the role

Airbyte is hiring a Mid Market Account Executive to drive new business across its data and AI infrastructure products. You will manage a portfolio of accounts, working both inbound leads and targeted outbound prospects. The role involves selling to technical and business stakeholders including data engineers, engineering leaders, CTOs, and CIOs. This position focuses on landing new customers and expanding adoption across teams and workloads.

Key facts

What you'll do

• Run the complete sales cycle from initial prospecting through discovery, technical evaluation, negotiation, and deal close
• Generate and maintain pipeline through inbound opportunities, outbound prospecting, partner channels, and strategic account planning
• Handle multiple active opportunities simultaneously with clear prioritization and consistent follow-up
• Build relationships with technical practitioners, business contacts, and executive decision-makers
• Conduct thorough discovery to understand customer challenges, priorities, technical needs, and buying criteria
• Use value-selling approaches and sales frameworks including Command of the Message and MEDDPICC to identify pain points, quantify impact, and drive urgency
• Construct business cases linking technical capabilities to measurable customer results
• Collaborate with Solutions Engineering on technical evaluations and proofs of value
• Manage security, legal, and procurement processes
• Spot opportunities to grow initial deployments into broader organizational adoption
• Keep opportunity data, pipeline metrics, MEDDPICC fields, and forecasts accurate and current
• Meet or exceed quarterly quota targets
• Share customer insights, competitive information, and market feedback with Product, Marketing, Engineering, and Customer Success teams

Requirements

• 4 or more years of B2B sales experience in SaaS, cloud infrastructure, developer tools, or data technology
• Track record of hitting or surpassing quota in new-business sales roles
• Experience running multiple sales cycles across mid-market accounts
• Background 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
• Ability to identify and quantify customer pain, create compelling value propositions, and move deals to decision
• Skill in translating technical product capabilities into clear business outcomes
• Strong prospecting, discovery, presentation, negotiation, and communication abilities
• Solid organization, time management, pipeline management, and forecasting habits
• Proactive, curious, accountable, and collaborative approach to work
• Comfort operating in a fast-moving and changing environment

Nice to have

• Experience with data infrastructure, cloud platforms, data integration, or the modern data stack

Skills & tools

• Command of the Message sales methodology
• MEDDPICC qualification framework
• Value-based selling techniques
• Cloud infrastructure and modern data stack concepts
• APIs, data integration, and database replication fundamentals

Practical notes

• Flexible PTO with a culture supporting at least 25 days off per year
• 16 weeks fully paid parental leave for all parents
• 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
• No agency submissions or recruiting firm support accepted for this role
• Reasonable accommodations available for qualified individuals with disabilities