Senior Account Executive, Strategic Accounts

Airtable; Remote; GBP 70,000 - 90,000; Full time

Job summary

A prestigious tech company is seeking a skilled salesperson to manage the sales cycle across Northern Europe. The ideal candidate will have at least 7 years of SaaS sales experience, a successful track record of closing complex deals, and the ability to build strong relationships with key stakeholders. This role also emphasizes pipeline generation and cross-functional collaboration, with a focus on educating customers on the company's platform. The company offers competitive benefits and values diversity in the workplace.

Benefits

Supplemental insurance 100% covered

Competitive pension scheme

Flexible and generous time off

Monthly Lifestyle Wallet for fitness and wellness

Transportation and commuter benefits

Qualifications

• 7+ years of quota-carrying SaaS sales experience.
• Experience managing complex deals with large accounts (5,000+ FTEs).
• Strong track record of building relationships with senior stakeholders.

Responsibilities

• Own the full sales cycle across Northern Europe.
• Coordinate resources throughout the sales cycle.
• Educate customers on Airtable’s value proposition.

Skills

SaaS sales experience

Quota overachievement

Pipeline generation

Relationship building

Cross-functional collaboration

MEDDICC training

Job description

Airtable is the no-code app platform that empowers people closest to the work to accelerate their most critical business processes. More than 500,000 organizations, including 80% of the Fortune 100, rely on Airtable to transform how work gets done.

Since landing in EMEA in 2022, Airtable has built a full go-to-market function in the region and is now accelerating its next phase of growth. You will be in a scale‑up environment with a start‑up dynamism. Our expansion includes a move to our fabulous new EMEA HQ at Borough Yards in London, alongside launching on-the-ground teams in France and Germany. Already, we power some of the world’s leading FTSE 100, CAC 40, and DAX 40 brands—and we’re just getting started.

Each client has unique business needs and you will act as a trusted business advisor to understand their specific business pains and map them to Airtable solutions. You will work cross‑functionally with our EMEA‑based team of BDRs, Solutions Consulting, Services, Customer Success, Partnerships and Marketing to generate pipeline, map out solutions and ensure long‑term success for new and existing customers.

What you’ll do

• Own the full sales cycle for your book of business across Northern Europe – prospect, develop, manage and close
• Leverage MEDDICC and Command of the Message to effectively qualify deals, build champions and forecast accurately
• Educate current and prospective customers on the value proposition of Airtable’s Connected Applications Platform
• Partner with Customer Success Managers and other cross‑functional teams to grow and renew existing accounts
• Build relationships with senior stakeholders across all industries
• Coordinate resources throughout the sales cycle including legal, sales engineering, implementation specialists and sales leadership

Who you are

• 7+ years of quota‑carrying SaaS sales experience
• 4+ years selling into the Enterprise segment
• Strong track‑record of overachieving quota throughout your current tenure & career
• Passionate about generating your own pipeline opportunities and landing new logos
• Closed and owned complex deals with named accounts (5,000+ FTEs)
• Experience expanding initial use‑cases across other teams and organizations within existing customers
• Comfortable managing and navigating a variety of high‑level stakeholders with a track‑record of building trusted relationships
• Effective and collaborative cross‑functional partnerships are a regular part of your day‑to‑day
• Trained in MEDDICC and/or Command of the Message
• Embody a growth mindset and seek out opportunities to constantly learn and grow
• Passionate about our Connected Applications Platform product space

What We Offer

• In addition to NHS coverage, you will have access to supplemental insurance 100% covered (and your dependents covered at 85%)
• Competitive pension scheme, life insurance, paid leave and sick leave
• Complimentary mental health support via Modern Health
• Family planning support via Carrot (fertility, adoption, and surrogacy)
• Flexible and generous time off and sick time benefits
• Transportation & commuter benefits
• Monthly “Lifestyle Wallet” to use for benefits like personal fitness (e.g., gym memberships, fitness equipment, etc.) to pet care to nutrition coaching, and more.
• Supplemental reimbursement for gender affirmation procedures and services
• Legal services – access to online tools and legal forms

At Airtable, 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. We strive for Airtable to be a pleasant and supportive place to work, and to attract and retain a diverse team of talented people. We take great pride in holding everyone accountable for treating each other with dignity and respect.

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