Enterprise Account Executive at Airbyte

Matcha; Canada; Hybrid; CAD 120,000 - 180,000; Full time

Job summary

Airbyte is seeking an experienced Enterprise Account Executive to own a defined portfolio of enterprise accounts and drive new business across Airbyte’s product offerings.

You will engage with CTOs, CIOs and data/engineering leaders, handling complex multi-stakeholder sales in a fast-growing, product-led company with a highly technical customer base.

Responsibilities

• Own the full enterprise sales cycle, from discovery to closed-won.
• Maintain a healthy pipeline via inbound, outbound, partners, and strategic accounts.
• Develop trusted relationships with technical, business, and executive stakeholders.
• Lead discovery to identify challenges, priorities, requirements and decision criteria.
• Apply value-selling and MEDDPICC to quantify pain, urgency, and differentiation.
• Build clear business cases linking Airbyte tech to customer outcomes.
• Collaborate with Solutions Engineering on technical evaluations and proofs of value.
• Navigate complex security, legal, procurement, and commercial steps.
• Create account strategies for initial adoption and long-term expansion.
• Maintain accurate opportunity, pipeline, MEDDPICC, and forecast data.
• Meet or exceed quarterly bookings targets.
• Collaborate with Product, Marketing, Engineering, Customer Success and others to share feedback and opportunities.

Job description

Airbyte is the data and action layer for AI agents. We give agents fast, accurate, authenticated access to business data across hundreds of sources, so they can discover the entities that matter, reason over real-time context, and take action in the systems they read from, not just observe them.

We started as the open-source standard for data movement and proved the economics of data integration at scale: hundreds of connectors, thousands of companies, and, since 2020, have raised $181M from leading investors including Benchmark, Accel, Altimeter, Coatue, and Y Combinator. As our CEO Michel Tricot puts it, "the last ten years were all about structured data. The future is all about context." We're now building that context infrastructure for production-grade agents on the same open foundation, as agents become the primary consumers of enterprise data.

Our mission is unchanged: make data available and actionable to everyone, everywhere. That everyone now includes AI agents.

The Role:

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.

You will work a mix of qualified inbound opportunities and strategically selected target accounts, while building relationships and creating demand across your territory. You will primarily engage with CTO, CIO, data, and engineering organizations, working with stakeholders ranging from data engineers and architects to senior business and technology executives.

A successful candidate will be comfortable navigating complex technical environments, leading multi-stakeholder sales processes, and connecting technical capabilities to measurable business outcomes. A foundational understanding of cloud infrastructure, the modern data stack, APIs, data integration, and database replication is strongly preferred. Candidates with a demonstrated ability to quickly learn complex technical concepts will also be considered.

This is a new-business-focused role. Success will be driven by landing strategic customers, establishing Airbyte within an initial use case, and creating a clear path toward broader adoption across the organization. You will join a fast-growing company with a strong product-led motion, a highly technical customer base, and a significant market opportunity.

What You’ll Do:

• 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.

• Consistently achieve or exceed quarterly bookings targets.

• Collaborate with Product, Marketing, Engineering, Customer Success, and other internal teams to share market feedback, competitive intelligence, customer requirements, and product opportunities.