Enterprise Account Executive

As an Enterprise Account Executive at Airbyte, you will manage the entire sales cycle from qualified leads to closing deals. Your role will involve building strong relationships with account stakeholders, especially within the CTO and CIO organizations, and collaborating closely with Data Engineers, Analysts, and other technical buyers. You'll track your progress towards a quarterly bookings target, engage in prospecting and outbound sales efforts, and provide valuable customer insights to our product and engineering teams.

To excel as an Enterprise Account Executive at Airbyte, candidates should possess a minimum of four years B2B sales experience in SaaS, Cloud, or Data. Additionally, having at least two years focused on selling to enterprise accounts is crucial. A proven track record of quota attainment and the ability to understand and communicate with technical buyers are key attributes we seek.

The work culture at Airbyte is characterized by openness, collaboration, and a strong commitment to professional development. As an Enterprise Account Executive, you will become part of a supportive team that values continuous learning. With benefits such as unlimited paid time off, sponsored learning opportunities, and company retreats, you will find a balanced work environment that promotes both personal and professional growth.

At Airbyte, we prioritize the continuous development of our employees, including our Enterprise Account Executives. We sponsor attendance at conferences, training programs, and provide resources for professional reading and development. Our continuous learning policy ensures that you can enhance your skills and grow in your role while contributing to our innovative solutions in data movement.

As an Enterprise Account Executive at Airbyte, you will receive a competitive base salary ranging from $135,000 to $150,000, along with a variable component and a generous equity package. In addition to financial compensation, Airbyte offers exceptional benefits such as unlimited paid time off, comprehensive medical, dental, and vision insurance, parental leave, relocation assistance, and a supportive work culture focused on wellness and work-life balance.

Building relationships with enterprise clients requires a personalized approach. Start by researching their company needs and pain points, and demonstrate how Airbyte can solve specific challenges. Be proactive in communication, offer valuable insights, and maintain a consistent touchpoint through follow-ups and check-ins to establish trust and rapport.

Certainly! Share specific examples of instances where your strategic efforts led to surpassing sales targets. Focus on detailing the strategies you employed, how you approached prospects, any innovative techniques you used, and the results you achieved. This demonstrates your capability to drive sales success effectively.

Effective pipeline management involves regular monitoring and updating of your sales pipeline. Utilize CRM tools to keep track of leads' statuses, prioritize based on likelihood to close, and set reminders for follow-ups. Additionally, share insights and challenges with your team to leverage collective expertise in advancing deals through the pipeline.

Addressing objections from potential clients begins with listening to their concerns. Demonstrating empathy is critical. Once you understand their objections, provide clear, factual counterpoints or case studies that illustrate how your product has solved similar issues for others. This builds credibility and can help turn a 'no' into a 'yes.'

Staying informed on industry trends requires a multi-faceted approach. Regularly read industry-specific publications, subscribe to relevant newsletters, attend conferences, and engage with thought leaders on platforms like LinkedIn. Networking with peers in the industry also provides valuable insights to stay ahead of trends that affect your sales strategy.

Teamwork is critical in the sales process, especially at Airbyte. Collaborating with technical teams aids in delivering solutions that meet client needs accurately. Regularly coordinating with marketing ensures that your messaging is aligned. Additionally, sharing successes and challenges within the team fosters an environment where everyone learns from one another.

My sales process typically involves thorough market research to identify leads, followed by initial outreach and discovery calls to understand client needs. Once identified, I ensure a customized presentation of our solution, guide them through evaluation phases, and handle objections effectively before negotiating and closing the deal. Staying organized and maintaining communication is key throughout.

Prioritization is vital in managing multiple accounts. I categorize accounts based on potential revenue and their position in the sales cycle. Utilizing tools to track progress helps manage my schedule effectively. I also allocate time for proactive outreach and set aside periods for follow-up and nurturing existing client relationships to ensure balanced attention across my accounts.

Selling to technical buyers requires a solid understanding of the product and its applications. My approach is to speak their language; I utilize technical jargon relevant to their field and focus on using data-driven arguments to illustrate the benefits. Knowing how our product integrates into their existing systems and can streamline processes is essential to building trust.

Working as an Enterprise Account Executive at Airbyte excites me because of the significant impact I can make in a company at the forefront of data movement. Airbyte’s commitment to innovation and customer satisfaction aligns perfectly with my values, and I am eager to engage in meaningful sales conversations that help businesses leverage their data more effectively.