Account Executive- Enterprise Sales

AirDNA; Barcelona; Presencial; EUR 110.000 - 120.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Health insurance with AXA

All-expenses-paid trips (OTE)

36 holidays per year

62 days to work from anywhere

Continuing education stipend

Dog friendly office

Descripción de la vacante

AirDNA is seeking a driven Account Executive to drive new customer acquisition for ADS in our Barcelona region. You will own the sales cycle from prospecting through close, translating customer needs into clear data use cases and building a pipeline of renewable revenue.

You will close net-new business with a focus on high-quality deals, maintain strong CRM hygiene, and deliver accurate forecasts while collaborating with cross-functional teams to ensure customer success.

Formación

• 4+ years of full-cycle, quota-carrying sales experience in SaaS or B2B.
• Experience with STR or Revenue Management is a plus.
• Native-level English required; Spanish/French/Italian is a plus.

Responsabilidades

• Close ADS New Business deals and maintain 2x weighted pipeline.
• Prospect into strategic accounts with strong coverage and quality.
• Lead discovery calls to surface key use cases.
• Demo ADS solutions aligned to customer use cases.
• Design deal structures balancing value and scalability.
• Escalate non-standard deals early and walk away when needed.
• Maintain CRM hygiene with accurate stages and close dates.
• Submit timely forecasts with high accuracy.
• Build expertise in STR ecosystem and ADS products.
• Ensure smooth handover to Account Management after close.

Conocimientos

Sales experience

STR experience

English fluency

Communication skills

Hunter mindset

Negotiation skills

CRM hygiene

Data understanding

Herramientas

HubSpot

Descripción del empleo

About AirDNA

AirDNA began with a big dream in a balmy California garage in 2015. Since then, the technology startup has grown into the leading provider of data and business intelligence for the multi-billion-dollar travel and short-term rental industry, with offices in New York, Denver and Barcelona and team members around the world.

Our self-serve platform equips Airbnb hosts and property managers with the smart, competitive insights they need to succeed in an ever-evolving market. We also arm enterprise clients with custom reports and in-depth dashboards so they can scale and invest strategically. Our customers include hundreds of top financial institutions, real estate companies, vacation rental managers, and destination marketing organizations around the world.

We track the daily performance of over 15 million listings on Airbnb, Vrbo, and Booking.com across 120,000 global markets. Hundreds of thousands of partner properties further inform our proprietary algorithms, producing the most accurate and comprehensive short-term rental dataset in the world.

In 2024, AirDNA acquired Uplisting, a powerful property management software that helps hosts and operators manage listings across Airbnb, Vrbo, and other platforms. With features like channel management, automated messaging, dynamic pricing, task coordination, and financial reporting, Uplisting expands our mission to support every stage of the short-term rental journey — from investment to operations.

The AirDNA team

We’re a curious, driven, and kind group of humans who genuinely love what we do. Our values — Happy, Hungry, Honest — guide how we show up for our customers and for each other.

Want to see what that looks like in action? You’ll get a feel once you meet us.

We welcome applicants from all backgrounds and encourage you to apply even if you don’t check every box. Passion, potential, and perspective matter here.

The Account Executive Role at AirDNA:

We are seeking a driven Account Executive to drive new customer acquisition for AirDNA's Advanced Data Solutions segment (excluding Property Managers). This is a full-cycle, quota-carrying sales role suited to an Account Executive with a proven track record of closing net-new business. You will own the sales cycle from prospecting through close, translating customer needs into clear, defensible data use cases, and building a pipeline of high-quality, renewable revenue.

Here’s how you’ll make an impact:

• Consistently close ADS New Business deals against your assigned revenue target, and maintain at least 2x weighted pipeline coverage (minimum $200K in open pipeline per month).
• Build and protect a pipeline composed primarily of qualified ADS ICPs with clear use cases, proactively prospecting into strategic accounts when coverage or quality is at risk.
• Lead deep discovery conversations that surface real business drivers, and define one clear, defensible primary use case per deal.
• Confidently demo ADS solutions tied directly to each customer’s use case, and clearly articulate AirDNA's value versus alternatives or internal data.
• Design deal structures that balance customer value with internal scalability, negotiating win-win outcomes without relying on steep discounts.
• Exercise strong deal judgment: elevate complex or non-standard deals early, and know when to walk away from opportunities that don’t meet our quality bar.
• Maintain high CRM hygiene across your pipeline — accurate stages and close dates, clear next steps, documented decision makers and use cases, and MEDDPICC where applicable.
• Submit accurate weekly and monthly forecasts on time, maintaining at least 90% accuracy on committed deals.
• Build specialized expertise in the STR ecosystem, ADS products, and buyer personas, staying current on the trends shaping our customers’ businesses.
• Ensure a smooth handover to Account Management or Customer Success, with clear notes and context so customers land well after close.

Who you are:

• Strategic, highly accountable, and driven by unquestionable integrity
• Thoughtful but decisive, and able to consistently meet deadlines
• Team-oriented, with a growth mindset and genuine coachability
• Detail-oriented, commercially minded, and an active listener
• A quick learner who is organized, self-motivated, and able to prioritize your own work
• Self-aware, professionally mature, and empathetic in how you communicate and receive feedback

Here’s what you’ll need to be successful:

• 4+ years of full-cycle, quota-carrying sales experience (SaaS or B2B preferred)
• STR or Revenue Management experience (big plus but not required)
• Native-level fluency in English required (Spanish, French, Italian a plus)
• Strong communication skills with an ability to engage and persuade
• Demonstrated passion for sales with a hunter mentality
• Clear, confident negotiation skills (not afraid to close high-value deals)
• A sharp, accountable mindset: you own your numbers and outcomes
• Self-motivated, goal-oriented, and comfortable working in a fast-paced environment
• Strong CRM hygiene (HubSpot experience a plus) and pipeline discipline
• Understanding of data and how it helps businesses make better decisions
• Experience creating pricing proposals, negotiating terms, and managing the contract process

Here’s what you can expect from us:

• OTE range 110,000 - 120,000 EUR annually (50% base / 50% commission)
• Monthly & Quarterly SPIFFs to boost your earnings
• 110% Club: Hit big numbers and earn an all-expenses-paid trip - past destinations include Costa Rica, Tanzania, and the winners in 2026 will be heading to Vietnam!
• Indefinite contract
• 36 holidays per year
• 62 days to work from anywhere!
• Continuing education stipend
• 150 EUR to spend with Cobee card available monthly for public transport, daycare, pension plan, restaurants and health insurance
• Health insurance with AXA (Vision + Dental included)
• Language lessons with Preply (French-Italian-Spanish-Catalan)
• Individual growth plan to progress in the role
• Standard working hours from 11 am to 7 pm
• A fun and sunny office with big terraces
• Talented international team and a vibrant work environment
• Team building events
• Dog friendly office!

Hiring process

• First stage: Virtual interview with the People Team at AirDNA (Online-30min)
• Second stage: Role play and Meet the Hiring Manager (Online - 30min)
• Third stage: Panel Interview with our Leadership Team (Online - 45min)
• Final stage: OnsiteOfficeTour+Peer connection(45min)
• Post-offer / Pre-employment: Reference and employment verification check

• Ideal start date: Q4

€110,000 - €120,000 a year

OTE includes 50% Base salary - 50% Commissions

The AirDNA Team

We’re a tight-knit group who care about empowering the next generation of shared economy entrepreneurs. Life is never boring here. We're risk takers. We care about each other and lend helping hands all day, every day.

At AirDNA, we believe that a diverse team is a key part of building a great company. If you want to work with us, we want to hear from you. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

AirDNA seeks to attract the best-qualified candidates who support the mission, vision and values of the company and those who respect and promote excellence through diversity. We are committed to providing equal employment opportunities (EEO) to all employees and applicants without regard to race, color, creed, religion, sex, age, national origin, citizenship, sexual orientation, gender identity and expression, physical or mental disability, marital, familial or parental status, genetic information, military status, veteran status or any other legally protected classification. Thecompany complies with all applicable state and local laws governing nondiscrimination in employment and prohibits unlawful harassment based on any of the aforementioned protected classes at every location in which the company operates. This applies to all terms, conditions and privileges of employment including but not limited to: hiring, assessments, probation, placement, benefits, promotion, demotion, termination, layoff, recall, transfer, leave of absence, compensation, training and development, social and recreational programs, education assistance and retirement.

We are committed to making our application process and workplace accessible for individuals with disabilities. Upon request, AirDNA will reasonably accommodate applicants so they can participate in the application process unless doing so would create an undue hardship to AirDNA or a threat to these individuals, others in the workplace or the company as a whole. To request accommodation