Enterprise Account Executive, Airbyte
$250-300k
OTE
Offers commission and equity
4 days a week in office
Open-source data integration platform
Posted today
Open-source data integration platform
101-200 employees
Posted today
$250-300k
OTE
Offers commission and equity
4 days a week in office
101-200 employees
Company mission
To make data available and actionable to everyone, everywhere.
Role
Who you are
- 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
What the job involves
- 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
- 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
Our take
Historically, data teams have had to build and maintain their own data connectors, often having to work around pre-built connectors, as most “long tail” data connectors are not supported by closed-source ELT technologies.
Airbyte’s open-source data integration platform is setting the new standard of moving and consolidating data from different sources to data warehouses, data lakes, or databases, enabling teams to adapt pre-built connectors to fit their unique needs.
Over the last year, more than 9,000 companies have synced data using Airbyte. The unicorn company has raised significant capital and, since its launch in 2020, has become the fastest-growing open-source data integration platform. It also launched the first open-source Python library for moving data, showing it's at the front of the market.
Freddie
Company Specialist at Welcome to the Jungle
Insights
19% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Dec 2021
$150m
SERIES B
May 2021
$26m
SERIES A
Total funding: $181.4m
Company benefits
- Fully Remote Flexible Work Environment
- Heath/Dental/Vision/ Life Insurance
- 401k
- Short/Long Term Disability
- Co-Working Space
- 100% Travel Expenses Covered to Come Visit Headquarters
- Continuous Learning/Training
Company HQ
The Castro, San Francisco, CA
Leadership
Michel Tricot
(CEO & Co-founder)Founding Member & former Director of Engineering at rideOS. Previous Director of Engineering - Head of Integrations, Tech Lead, and Senior Software Engineer at LiveRamp, An Acxiom Company. Worked as Software Engineer at both Murex and Rapleaf (Senior), and was an R&D Engineer at FactSet Research Systems.
John Lafleur
(COO & Co-founder)Former COO, CEO, and Board Member at CodinGame. Co-Founder of As-App, StreamNation (former Head of Product), and Anaxi (former COO). Worked as a Technology Transfer Officer at Ecole Polytechnique.
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