Enterprise Account Executive

Airbyte

Enterprise Account Executive responsible for managing enterprise accounts and driving new business at Airbyte. Engaging with key stakeholders to promote data integration solutions.

Posted 7/20/2026full-timeSan Francisco • California • 🇺🇸 United StatesMid-LevelSenior💰 $250,000 - $300,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in managing the full enterprise sales cycle, utilizing structured methodologies like MEDDPICC and Command of the Message to drive value-based selling. Proven ability to build relationships with technical and executive stakeholders while achieving sales targets in the SaaS and data technology sectors.

Highest-signal resume keywords

B2B Sales ExperienceEnterprise Sales MethodologiesPipeline ManagementValue-Based SellingData Infrastructure Experience

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Sales Cycle ManagementValue Proposition DevelopmentNegotiation SkillsForecasting DisciplineTechnical Evaluation Management

Soft Skills

Communication SkillsCollaborationProactive Working StyleCuriosityAccountability

Tools & Technologies

SaaSCloud InfrastructureData IntegrationModern Data StackSolutions Engineering

Industry Keywords

Enterprise AccountsAccount DevelopmentDiscoveryTechnical RequirementsStakeholder Engagement

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

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.

Requirements

What you’ll need

6+ years of B2B sales experience within SaaS, cloud infrastructure, developer tools, or data technology, including at least 3 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.

Benefits

Comp & perks

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