Enterprise Account Executive

Airbyte, Inc.; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Flexible PTO

Health coverage

Professional development

Remote-friendly

Job summary

Airbyte, Inc. seeks an experienced Enterprise Account Executive to own a defined portfolio and drive new business across Airbyte’s product offerings.

You will engage CTOs, CIOs, data teams, and engineers, navigating multi-stakeholder environments and translating technical value into business impact. You’ll manage the full sales cycle, leverage MEDDPICC and value selling, and collaborate with Solutions Engineering to complete technical evaluations and proofs of value.

Qualifications

• 3+ years in B2B SaaS sales to enterprise
• Track record of meeting/exceeding quota in new-business roles
• Experience managing complex multi-stakeholder enterprise sales cycles

Responsibilities

• Own the full enterprise sales cycle from discovery to closed-won
• Build and maintain a healthy pipeline through inbound and outbound activities
• Develop relationships across technical and executive stakeholders
• Lead discovery to identify customer priorities and decision criteria
• Quantify value and construct business cases linking Airbyte to outcomes
• Collaborate with Solutions Engineering on evaluations and proofs of value
• Navigate security, legal, and procurement processes
• Create account strategies for initial adoption and expansion
• Maintain accurate CRM data and forecast
• Aim to consistently meet quarterly bookings targets
• Collaborate with product/marketing/engineering for market feedback

Skills

Enterprise sales

B2B SaaS

Stakeholder management

Value selling

MEDDPICC

Forecasting

Tools

Salesforce

CRM tools

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.

What You’ll Need:

• 3-5+ years of B2B sales experience within SaaS, cloud infrastructure, developer tools, or data technology, including at least 1-2+ 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 such as Command of the Message, MEDDPICC, and value-based selling.

• A proven ability to uncover and quantify business pain, build compelling value propositions, establish urgency, and navigate enterprise decision-making processes.

• Confidence engaging both technical practitioners and executive buyers.

• The 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.

• The ability to operate effectively in a fast-paced and evolving environment.

Location:

• Remote in U.S. (Central and Eastern timezone)

Why You’ll Love Working at Airbyte:

At Airbyte, we believe great work happens when people feel supported, trusted, and empowered to grow. Our market-leading Total Rewards package is designed to help you thrive professionally and personally. Our benefits and perks include:

• Flexible PTO with a culture that encourages at least 25 days off annually, and public holidays in line with provincial employment standards

• Comprehensive health coverage – extended health benefits on top of provincial public healthcare

• Virtual healthcare – access to doctors and other care providers online, so you can get care without waiting

• Retirement savings – a group retirement savings plan to help you build for the future

• Statutory protections – Canada/Québec Pension Plan, Employment Insurance and workers' compensation coverage

• Professional development budget, conference sponsorship, and book reimbursement