Strategic Account Executive, AI Native

About the role

In this pivotal role, you will be responsible for managing a specialized portfolio of companies that focus on artificial intelligence. Your primary objective will be to facilitate the integration of Airtable into their operations, enhancing efficiency and productivity. This position requires adept navigation through intricate enterprise landscapes to forge valuable partnerships and stimulate growth in the rapidly advancing AI sector.

Key facts

What you'll do

• Take charge of the complete sales cycle for a designated group of AI companies, starting from initial outreach to finalizing contracts.
• Develop and implement strategic account plans aimed at engaging key decision-makers and influential stakeholders within target organizations.
• Build and maintain a robust sales pipeline through proactive outbound prospecting and strategic entry into accounts.
• Manage complex sales processes that involve multiple stakeholders, extended timelines, and diverse buying committees.
• Acquire new business accounts while expanding Airtable's presence within large and intricate organizations.
• Collaborate closely with Product, Sales Operations, and Customer Success teams to deliver tailored solutions that meet client needs.
• Ensure precise forecasting and territory management, focusing on securing deals with annual contract values (ACV) and annual recurring revenue (ARR) exceeding six figures.
• Analyze market trends and client needs to identify opportunities for growth and innovation in the AI sector.
• Conduct regular business reviews with clients to assess satisfaction and uncover additional opportunities for Airtable's solutions.
• Provide insightful feedback to internal teams regarding product enhancements and market demands based on client interactions.
• Lead negotiations and close deals while maintaining a high level of professionalism and integrity throughout the sales process.

Requirements

• A minimum of 7 to 10 years of experience in closing complex enterprise SaaS transactions, ideally with a focus on workflow or low-code/no-code platforms.
• Demonstrated success in acquiring new clients in multi-stakeholder environments, particularly in greenfield scenarios.
• Proven ability to prospect and penetrate new accounts, establishing strong relationships with both technical and executive-level buyers.
• In-depth knowledge of AI trends and the enterprise AI landscape, enabling effective communication with C-suite executives and data leaders.
• Experience in selling to AI-centric companies or organizations undergoing significant AI transformations.
• Familiarity with the MEDDIC sales methodology and comfort in navigating ambiguous situations without predefined playbooks.
• Exceptional executive presence, strong communication skills, and a consultative approach to sales.
• Expertise in territory analysis, accurate forecasting, and consistently meeting ambitious performance targets.

Nice to have

• Previous experience working in a startup or fast-paced environment, particularly within the tech sector.
• Familiarity with CRM tools and sales enablement platforms to streamline processes and enhance productivity.
• Knowledge of competitive landscape and ability to articulate Airtable's unique value proposition effectively.

Skills & tools

• Proficient in the MEDDIC sales methodology
• Strong background in enterprise SaaS sales
• Expertise in territory analysis and sales forecasting
• Comprehensive understanding of the AI industry landscape

Practical notes

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Compensation: The expected on-target earnings for positions based in San Francisco, Mountain View, Seattle, New York, and Los Angeles range from $272,000 to $354,300 USD.

• Benefits: Total compensation includes restricted stock units, incentive bonuses, and a comprehensive benefits package.
• Accommodations: Candidates requiring assistance due to a medical condition, disability, or religious practices are encouraged to utilize the Accommodations Request Form.
• Security: Official communications will only come from email addresses ending in @airtable.com. The company will never request sensitive information or equipment purchases during the interview process.
• Airtable is a VEVRAA-Federal Contractor and an equal opportunity employer, committed to fostering a diverse and inclusive workplace.

About the company

Airtable is a low-code platform for building collaborative applications. Founded by Howie Liu, Andrew Ofstad, and Emmett Nicholas in 2012, Airtable combines the simplicity of a spreadsheet with the power of a database. The company was valued at $11.7 billion in its December 2021 Series F round.