Mid Market Account Executive

Airbyte; San Francisco (CA); On-site; USD 120,000 - 165,000; Full time

Job summary

Airbyte in San Francisco is seeking a Mid Market Account Executive to close a portfolio of inbound and outbound accounts across product lines. You will manage the full deal cycle—from evaluation to closed-won—targeting CTO/CIO and technical buyers.

This role emphasizes owning relationships, outbound prospecting, and cross-functional collaboration with product and engineering to align features with client needs, with a strong emphasis on a product-led growth motion and a four-day on-site schedule.

Qualifications

• 4+ years B2B sales experience within SaaS/cloud/data.
• Proven history of quota attainment and overachievement selling to technical buyers.
• Direct industry experience with data infrastructure strongly preferred.
• Excellent organizational, presentation, and communication skills.

Responsibilities

• Manage the entire deal cycle on qualified leads through Evaluation, POC, Proposal, Negotiation, and Closed-Won, tracking towards a quarterly bookings target (quota).
• Own relationship building and deal formulation across a book of business.
• Share in prospecting / outbound efforts.
• Act as a conduit for competitive intel, feature requests, and customer requirements to our product, marketing, executive, and engineering teams.
• Keep a clean, up-to-date pipeline that is 4x quarterly quota.

Skills

B2B sales

Quota attainment

Communication

Organizational skills

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 a Mid Market Account Executive to join our sales team. This individual will be charged with closing a list of accounts (inbound and outbound) across our different product lines.

This role will be primarily selling into the CTO / CIO organization with frequent interaction with Data Engineers, Data Analysts, Heads of Engineering, Developers, Data Scientists, etc. Foundational knowledge of cloud infrastructure, the modern data stack, API-based data connections, and database replication – or a demonstrated ability to pick up new industry knowledge quickly — is a necessity.

New business and small footprint deals will grow your client base, and overachievement will likely depend on landing & expanding from single departments to company-wide deployments. This is an opportunity to be an early part of a growing startup sales function with a strong product-led growth motion.

What You’ll Do:

• Manage the entire deal cycle on qualified leads through Evaluation, POC, Proposal, Negotiation, and Closed-Won, tracking towards a quarterly bookings target (quota).
• Own relationship building and deal formulation across a book of business.
• Share in prospecting / outbound efforts.
• Act as a conduit for competitive intel, feature requests, and customer requirements to our product, marketing, executive, and engineering teams.
• Keep a clean, up-to-date pipeline that is 4x quarterly quota.

What You’ll Need:

• 4+ years B2B sales experience within SaaS/cloud/data.
• Demonstrated history of quota attainment and overachievement selling to technical buyers.
• Direct industry experience with data infrastructure strongly preferred.
• Excellent organizational, presentation, and communication skills.
• An optimistic, energetic attitude.
• Both a hunter and farmer mentality.

Location:

• Onsite 4 days/week in San Francisco, CA

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
• 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

Airbyte is an equal opportunity employer that does not discriminate on the basis of actual or perceived race, creed, color, religion, national origin, ancestry, age, physical or mental disability, pregnancy, genetic information, sex, sexual orientation, gender identity or expression, marital status, familial status, domestic violence victim status, veteran or military status, or any other legally recognized protected basis under federal, state or local laws. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Airbyte is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. Please let us know if you need assistance or accommodations due to a disability.