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Airbyte is the data and action layer for AI agents, providing fast, accurate, authenticated access to business data across hundreds of sources. The company has raised $181M from leading investors including Benchmark, Accel, Altimeter, Coatue, and Y Combinator since 2020, and is now building context infrastructure for production-grade agents on an open foundation.
As an Enterprise Account Executive, 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, 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.
Key responsibilities include:
- Own the full enterprise sales cycle from account development through discovery, technical evaluation, proposal, negotiation, procurement, and close
- Build and maintain a healthy pipeline through qualified inbound, targeted outbound prospecting, partner engagement, and strategic account development
- Develop trusted relationships across technical, business, and executive stakeholders
- 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, and differentiate Airbyte
- Build compelling business cases connecting technical capabilities to measurable customer outcomes
- Partner with Solutions Engineering to scope and complete technical evaluations and proofs of value
- Navigate complex security, legal, procurement, and commercial processes
- Create account strategies supporting both initial adoption and long-term expansion
- Maintain accurate opportunity, pipeline, and forecast information
- Consistently achieve or exceed quarterly bookings targets
- Collaborate with Product, Marketing, Engineering, and Customer Success teams
This is a new-business-focused role. Success is driven by landing strategic customers, establishing Airbyte within an initial use case, and creating a clear path toward broader adoption. You will join a fast-growing company with a strong product-led motion, highly technical customer base, and significant market opportunity.
REQUIREMENTS:
- 3-5+ years of B2B SaaS sales experience within cloud infrastructure, developer tools, or data technology, including at least 1-2+ years selling into enterprise accounts
- 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 (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
- 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
- Foundational understanding of cloud infrastructure, modern data stack, APIs, data integration, and database replication strongly preferred
- Proactive, curious, accountable, and collaborative working style
- Ability to operate effectively in fast-paced and evolving environment
