Enterprise Account Executive

- 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.

- 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.