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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.
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 closed-won
- Build and maintain a healthy pipeline through inbound opportunities, 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 sales methodologies (Command of the Message, MEDDPICC) to quantify customer pain and maintain control of the sales process
- Build compelling business cases connecting Airbyte's 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, Customer Success, and other teams to share market feedback and competitive intelligence
You 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. This is a new-business-focused role where success is driven by landing strategic customers and establishing Airbyte within initial use cases.
REQUIREMENTS:
- 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
- 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
- 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 is strongly preferred
- Proactive, curious, accountable, and collaborative working style
- Ability to operate effectively in a fast-paced and evolving environment
