Strategic Account Executive, AI Native

About the role

You will manage a dedicated portfolio of AI-focused companies, guiding them through the adoption of Airtable to optimize their internal operations. This position involves navigating complex enterprise environments to secure high-value partnerships and drive growth within the evolving AI sector.

Key facts

What you'll do

• Manage the entire sales lifecycle for a specific list of AI firms, from initial outreach to contract finalization.
• Create and execute account plans to connect with key decision-makers and stakeholders.
• Build a sales pipeline through consistent outbound prospecting and strategic account entry.
• Oversee multi-stakeholder sales processes that involve extended timelines and diverse buying committees.
• Secure new business logos and expand the use of Airtable within large, complex organizations.
• Partner with Product, Sales Ops, and Customer Success teams to provide customized solutions.
• Maintain accurate forecasting and territory management, targeting deals with 6-figure+ ACV and ARR.

Requirements

• 7 to 10+ years of experience closing complex enterprise SaaS deals, ideally involving workflow or low-code/no-code platforms.
• Proven history of acquiring new logos in multi-stakeholder, greenfield environments.
• Ability to prospect, penetrate new accounts, and build rapport with technical and executive buyers.
• Strong understanding of AI trends and the enterprise AI landscape to communicate effectively with C-suite and data leaders.
• Experience selling to AI-first companies or enterprises undergoing major AI transitions.
• Proficiency in the MEDDIC sales methodology and comfort working in ambiguous environments without established playbooks.
• High level of executive presence, communication skills, and consultative sales ability.
• Expertise in territory analysis, forecasting, and meeting aggressive performance targets.

Skills & tools

• MEDDIC sales methodology
• Enterprise SaaS sales
• Territory analysis and forecasting
• AI industry landscape knowledge

Practical notes

• Compensation: The on-target earnings range for San Francisco, Mountain View, Seattle, New York, and Los Angeles is $272,000 to $354,300 USD.
• Benefits: Total compensation includes restricted stock units, incentive compensation, and standard benefits.
• Accommodations: Applicants requiring assistance due to a medical condition, disability, or religious practice may use the Accommodations Request Form.
• Security: Official communication originates only from @airtable.com email addresses. The company does not request sensitive data or equipment purchases during the interview process.
• Airtable is a VEVRAA-Federal Contractor and an equal opportunity employer.