[Hiring] Enterprise Account Executive @Airbyte

Role Description

Airbyte is seeking an experienced Enterprise Account Executive to join our growing sales organization. In this role, you will own a defined portfolio of enterprise accounts and be responsible for generating, progressing, and closing new business across Airbyte’s product offerings.

• Work a mix of qualified inbound opportunities and strategically selected target accounts.
• Build relationships and create demand across your territory.
• Engage primarily with CTO, CIO, data, and engineering organizations.
• Navigate complex technical environments and lead multi-stakeholder sales processes.
• Connect technical capabilities to measurable business outcomes.
• Focus on landing strategic customers and establishing Airbyte within initial use cases.
• Create a clear path toward broader adoption across the organization.

What You’ll Do:

• Own the full enterprise sales cycle, from account development to closed-won.
• Build and maintain a healthy pipeline through various opportunities.
• Develop trusted relationships across technical, business, and executive stakeholders.
• Lead effective discovery to uncover customer challenges and requirements.
• Apply value-selling principles and Airbyte’s sales methodology.
• Build clear and compelling business cases connecting technical capabilities to outcomes.
• Partner closely with Solutions Engineering for technical evaluations.
• Navigate complex security, legal, procurement, and commercial processes.
• Create account strategies for initial adoption and long-term expansion.
• Maintain accurate opportunity, pipeline, and forecast information.
• Consistently achieve or exceed quarterly bookings targets.
• Collaborate with internal teams to share market feedback and product opportunities.

Qualifications

• 6+ years of B2B sales experience within SaaS, cloud infrastructure, developer tools, or data technology.
• At least 3 years selling into enterprise accounts.
• A demonstrated history of meeting or exceeding quota in a new-business sales role.
• Experience managing complex, multi-stakeholder enterprise sales cycles.
• Experience using structured enterprise sales methodologies.
• Proven ability to uncover and quantify business pain and build compelling value propositions.
• Confidence engaging both technical practitioners and executive buyers.
• Ability to translate complex technical capabilities into clear business value.
• Strong prospecting, discovery, presentation, negotiation, and communication skills.
• Excellent organization, pipeline management, and forecasting discipline.
• Direct experience with data infrastructure, cloud platforms, data integration, or the modern data stack is strongly preferred.
• A proactive, curious, accountable, and collaborative working style.
• Ability to operate effectively in a fast-paced and evolving environment.

Requirements

• 6+ years of B2B sales experience.
• Experience in enterprise sales cycles.
• Familiarity with structured sales methodologies.
• Ability to engage technical and executive stakeholders.
• Strong communication and negotiation skills.

Benefits

• Flexible PTO with a culture that encourages at least 25 days off annually.
• 16 weeks fully paid parental leave for all parents.
• Comprehensive 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 in our San Francisco office.
• A collaborative, in-person culture focused on learning, growth, and impact.