[Hiring] Account Executive, Strategic Accounts @Airtable

Role Description

As a Strategic Account Executive at Airtable, you will have the opportunity to work closely with a variety of strategic accounts across the Fortune 500 globally. Each client has unique needs and you act as a trusted business advisor, helping them effectively leverage our product to drive maximum impact for their business.

• Prospect, develop, manage sales pipeline and close customers onto our Airtable Platform through inbound and outbound efforts
• Build relationships with senior executives and decision makers across all industries
• Prioritize your book of business, develop and execute on account plans for each individual account, including identifying new opportunities, bridging use cases across departments, and building and climbing the org chart
• Source expansion opportunities in new departments, while telling a compelling wall to wall (multi-use case) story to the CIO (and other relevant executives) as an account gains momentum
• Own the full sales-cycle from lead to close
• Coordinate resources throughout the sales cycle, including legal, sales engineering, implementation specialists and leadership
• Educate and consult customers on the value of Airtable throughout the sales and adoption cycle
• Model a wide range of use cases in which Airtable can drive business transformation across different industries
• Prioritize opportunities and manage a high volume of inbound and outbound email efficiently
• Forecast performance against sales targets with a high degree of accuracy using a combination of bottoms up deal by deal commits and top down territory analysis

Qualifications

• 8+ years of quota carrying SaaS sales experience within a SaaS company selling software solutions into multiple industries
• 6+ years selling into the Enterprise segment
• Track record of overachieving quota across 6-8 quarters, and at least 1-2 quarters of strong overachievement
• Experience selling to central buying/IT teams and managing stakeholders in Procurement and Legal
• Demonstrated ability to successfully and repeatedly close 6-figure ARR deals in a competitive market
• Strong prospecting, account planning, and experience selling into teams
• Owned complex deals with named accounts (3K+ FTEs)
• Thrive partnering with business leaders and executives, developing long term relationships and aligning key stakeholders company-wide at each stage of the sales lifecycle
• Consultative and able to navigate the complexities and needs of clients across industries, size and lifecycles
• Strong communication and executive presence; comfortable presenting to a room, engaging and influencing executive decision makers
• Passionate about our overall mission and how customers can use Airtable
• Execute with excellence and have a deep track record of creating significant revenue impact and deep relationships for your organization
• Scrappy, resourceful and a creative problem solver when discovering the business needs of your customer
• Embodies a growth mindset and seeks out opportunities to constantly learn and grow

Company Description

Airtable is an equal opportunity employer. We embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives.

• All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any characteristic protected by applicable federal and state laws, regulations and ordinances.
• If you have a medical condition, disability, or religious belief/practice which inhibits your ability to participate in any part of the application or interview process, please complete our Accommodations Request Form and let us know how we may assist you.