Enterprise Account Executive

Job summary

You will own the full enterprise sales cycle, from prospecting and discovery to negotiation and closing new business. You will also build trusted relationships with technical and executive stakeholders to drive adoption and meet quarterly bookings targets.

Job details

Airbyte is the data and action layer for AI agents. We give agents fast, accurate, authenticated access to business data across hundreds of sources, so they can discover the entities that matter, reason over real-time context, and take action in the systems they read from, not just observe them. We started as the open-source standard for data movement and proved the economics of data integration at scale: hundreds of connectors, thousands of companies, and, since 2020, have raised $181M from leading investors including Benchmark, Accel, Altimeter, Coatue, and Y Combinator. As our CEO Michel Tricot puts it, "the last ten years were all about structured data. The future is all about context." We're now building that context infrastructure for production-grade agents on the same open foundation, as agents become the primary consumers of enterprise data. Our mission is unchanged: make data available and actionable to everyone, everywhere. That everyone now includes AI agents. The Role: Airbyte is seeking an experienced Enterprise Account Executive to join our growing sales organization. In this role, 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, while 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. A successful candidate 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. Candidates with a demonstrated ability to quickly learn complex technical concepts will also be considered. This is a new-business-focused role. Success will be driven by landing strategic customers, establishing Airbyte within an initial use case, and creating a clear path toward broader adoption across the organization. You will join a fast-growing company with a strong product-led motion, a highly technical customer base, and a significant market opportunity. What You’ll Do: 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. What You’ll Need: 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. 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. Location: Remote in Canada (Eastern timezone)

What you’ll do

You will own the full enterprise sales cycle, from prospecting and discovery to negotiation and closing new business. You will also build trusted relationships with technical and executive stakeholders to drive adoption and meet quarterly bookings targets.

Requirements

Candidates must have 3-5+ years of B2B sales experience in SaaS or cloud infrastructure, with at least 1-2 years focused on enterprise accounts. Proficiency in structured sales methodologies like MEDDPICC and the ability to translate complex technical concepts into business value are required.

Benefits

• Flexible PTO
• Parental leave
• Medical coverage
• Dental coverage
• Vision coverage
• 401(k) retirement plan
• Professional development budget
• Conference sponsorship
• Book reimbursement
• Commuter benefits
• Internet reimbursement

Listed skills

• Negotiation · Preferred
• Forecasting · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• B2B sales
• Enterprise sales
• SaaS
• Cloud infrastructure
• Developer tools
• Data technology
• MEDDPICC
• Command of the Message
• Value-based selling
• Pipeline management
• Prospecting
• Discovery
• Negotiation
• Forecasting
• Data integration
• Modern data stack
• Account Strategy
• Market Opportunities
• Enterprise Sales
• Customer Success Management
• Airbyte
• Sales Prospecting
• Curiosity
• Technical Requirements
• Schema Markup
• Quick Learning
• AI Agents
• Account Development
• Application Programming Interface (API)
• Business To Business
• Management
• Business Valuation
• Decision Making
• Software As A Service (SaaS)
• Cloud Infrastructure
• Communication
• Procurement
• Competitive Intelligence
• Data Infrastructure
• Data Integration
• Extract Transform Load (ETL)
• Economics
• Sales
• Selling Techniques
• New Business Development
• Product Marketing
• Relationship Building
• Sales Process
• Value Propositions
• Value Added Selling (Selling Techniques)

Job areas

• Sales
• Software
• Data & Analytics
• Technology
• Enterprise Account Executive
• Commercial Sales Representatives
• Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products

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