Mid Market Account Executive

- Own the full sales cycle, from prospecting 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.

- Manage multiple concurrent opportunities while maintaining clear priorities, strong deal progression, and consistent follow-through.

- 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, including Command of the Message and MEDDPICC, to identify customer pain, quantify business impact, establish urgency, and maintain control of the sales process.

- Build clear 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 security, legal, procurement, and commercial processes.

- Identify opportunities to expand Airbyte from an initial use case into broader adoption across the customer organization.

- Maintain accurate opportunity, pipeline, MEDDPICC, and forecast information.

- Maintain sufficient pipeline coverage to support consistent achievement of quarterly bookings targets.

- Collaborate with Product, Marketing, Engineering, Customer Success, and other internal teams to share customer feedback, competitive intelligence, and market requirements.

- 4+ years of B2B sales experience within SaaS, cloud infrastructure, developer tools, or data technology.

- A demonstrated history of meeting or exceeding quota in a new-business sales role.

- Experience managing multiple sales cycles across a portfolio of mid-market accounts.

- Experience selling to technical practitioners, business stakeholders, and senior technology leaders.

- Familiarity with structured sales methodologies such as Command of the Message, MEDDPICC, and value-based selling.

- A demonstrated ability to uncover and quantify customer pain, build compelling value propositions, establish urgency, and progress opportunities to a decision.

- The ability to translate complex technical capabilities into clear business value.

- Strong prospecting, discovery, presentation, negotiation, and communication skills.

- Excellent organization, time management, pipeline management, and forecasting discipline.

- 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.