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Enterprise Account Executive

Airbyte· Sales
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Remote$250k - $300kFull-timePosted 1w ago

About the role

Airbyte seeks an experienced Enterprise Account Executive to own a defined portfolio of enterprise accounts, driving new business across Airbyte’s product offerings through a mix of inbound opportunities and targeted outbound prospecting, with a focus on CTO/CIO and data/engineering stakeholders.

Responsibilities

  • 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 inbound opportunities, 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 (Command of the Message, MEDDPICC) to quantify pain, establish urgency, differentiate Airbyte, and maintain control of the sales process.
  • Build clear business cases linking Airbyte’s capabilities to measurable customer outcomes.
  • Partner with Solutions Engineering to scope and complete technical evaluations and proofs of value.
  • Navigate security, legal, procurement, and commercial processes.
  • Create account strategies for 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 teams to share market feedback and opportunities.

Qualifications

  • 3-5+ years of B2B sales experience within SaaS, cloud infrastructure, developer tools, or data technology, including 1-2+ years selling into enterprise accounts.
  • Demonstrated history of meeting/exceeding quota in new-business sales.
  • Experience managing complex, multi-stakeholder enterprise sales cycles.
  • Experience using structured enterprise sales methodologies (Command of the Message, MEDDPICC, value-based selling).
  • 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.
  • 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 (strongly preferred).
  • Proactive, curious, accountable, and collaborative working style.
  • Ability to operate in a fast-paced, evolving environment.

Skills

Required:Enterprise salesValue-based sellingMEDDPICCTechnical storytellingDiscovery & qualification

Benefits

  • - Flexible PTO with at least 25 days off annually plus public holidays
  • - Comprehensive health coverage and extended health benefits
  • - Virtual healthcare access
  • - Retirement savings plan
  • - Statutory protections (pension plan, EI, workers' compensation)
  • - Professional development budget, conference sponsorship, and book reimbursement
Last updated Oct 15, 2026. Interested? Apply on the company site.
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About Airbyte

Open Data Movement Platform

Airbyte is the leading open data movement platform that empowers data teams in the AI era by transforming raw data into actionable intelligence. With the largest catalog of over 350 connectors, it offers low-code, no-code, and AI-powered connector development, and provides flexible deployment options across self-hosted, cloud, and hybrid environments. https://github.com/airbytehq/airbyte

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