Mid Market Account Executive

The Mid Market Account Executive at Airbyte is responsible for managing the entire sales cycle on qualified leads, from evaluation to closed-won deals. You will build and maintain relationships across your book of business, engage in outbound prospecting efforts, and act as a key resource for feedback that informs product and marketing strategies.

To be considered for the Mid Market Account Executive role at Airbyte, you should have at least 4 years of B2B sales experience within SaaS, Cloud, or Data sectors. A demonstrated history of quota attainment and excellent organizational, presentation, and communication skills are vital. An energetic and optimistic attitude, along with a combination of both hunting and farming mentalities, will set you up for success.

Airbyte provides a competitive benefits package for its Mid Market Account Executives, which includes unlimited paid time off, 16 weeks of paid parental leave, full medical, dental, and vision coverage for employees and their dependents, as well as a generous equity package. Additional perks include sponsored travel for team-building retreats and a continuous learning policy.

Airbyte is committed to the professional development of its Mid Market Account Executives by providing a continuous learning and training policy. This includes financial support for attending conferences and training programs that will enhance your skills and contribute to your career advancement within the company.

Airbyte fosters a transparent and collaborative culture, allowing Mid Market Account Executives to thrive in an open environment where feedback and innovation are highly valued. The company’s commitment to product-led growth aligns with values that prioritize employee well-being and mutual respect.

To effectively manage the sales cycle for a data movement solution, focus on understanding the unique needs of each prospect by conducting thorough research. Build relationships and leverage industry insights to guide prospects through the evaluation and proposal stages, ensuring a smooth transition to closing. Engage stakeholders throughout the process, tailoring your approach based on feedback received.

In my previous role, I implemented a targeted account strategy, focusing on high-potential prospects within verticals I understood well. I utilized data analytics to identify trends and needs, tailoring my presentations accordingly. This strategy not only helped achieve but also exceed my sales targets by fostering stronger relationships with clients.

To build solid relationships in a B2B sales environment, I prioritize consistent and personalized communication. Regular check-ins, providing valuable content, and offering solutions to specific challenges faced by the prospect help in fostering trust. I also leverage social networks to maintain connections and stay updated on industry changes affecting clients.

When facing objections, I listen carefully to understand the root of the customer's concerns. For instance, if a potential customer doubted the return on investment of our solution, I provided case studies and data demonstrating successful implementations, addressing their concerns directly and offering a clear path toward resolution.

I stay updated on trends in the SaaS and data movement industry through a combination of reading leading industry blogs, participating in relevant webinars, and networking with peers. Additionally, engaging in professional communities allows me to share insights and learn about innovative solutions that can add value to my sales process.

Teamwork is crucial in my sales approach. I believe in leveraging the strengths of my colleagues, whether in marketing, product, or customer support, to deliver a holistic solution to the client. Collaboration ensures that we align our strategies and adapt to client feedback, enhancing our overall approach to securing their business.

In my sales inquiries, I find CRM tools like Salesforce invaluable for tracking interactions and managing pipelines. Proposal software streamlines the process and tools for data analysis help contextualize insights that I can present to prospects, making my communications more impactful and tailored to their needs.

I prioritize accounts based on their size, potential for growth, and engagement level. Utilizing a weighted scoring system allows me to focus on high-priority prospects first. Regularly reviewing my sales pipeline and adjusting my approach based on the performance and feedback ensures that I’m allocating my efforts where they’re most effective.

A strong sales pitch must be personalized and relevant to the audience's specific needs. It should clearly outline the unique value proposition of the solution while addressing potential pain points. Engaging storytelling and data-backed evidence reinforce the pitch and provide credibility to the claims made during the presentation.

Success in a sales role, particularly as a Mid Market Account Executive, is measured by a combination of quantitative and qualitative metrics. While meeting or exceeding sales quotas is essential, maintaining long-term relationships with clients and receiving positive feedback on customer satisfaction also plays a critical role in evaluating overall success.