Enterprise Account Executive

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.
• Navigate complex security, legal, procurement, and commercial processes.
• Create account strategies that support both initial adoption and long-term expansion.
• Maintain accurate opportunity, pipeline, MEDDPICC, and forecast information.

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