Account Executive, Strategic Accounts

1 month, 4 weeks ago
Full-time
Senior
Sales and Business Development
Airtable

Airtable

Airtable is a low-code platform for building next-gen apps, organizing data, and streamlining workflows with AI. It combines the speed of a spreadsheet with the power of a database, offering collaborative features and templates for various needs.

IT Services
1K-5K
Founded 2012
$1400M raised

Description

  • Prospect, develop, manage, and close a sales pipeline through inbound and outbound efforts.
  • Build relationships with senior executives and decision makers across industries.
  • Develop and execute account plans for each book-of-business account, including identifying new opportunities and expanding use cases across departments.
  • Source expansion opportunities in new departments and present multi-use-case value stories to senior stakeholders.
  • Own the full sales cycle from lead generation through close.
  • Coordinate cross-functional resources such as legal, sales engineering, implementation specialists, and leadership throughout the sales process.
  • Educate and consult customers on Airtable’s value throughout the sales and adoption cycle.
  • Model a wide range of use cases where Airtable can drive business transformation across industries.
  • Prioritize opportunities and manage a high volume of inbound and outbound email efficiently.
  • Forecast performance against sales targets using deal-by-deal commits and territory analysis.

Requirements

  • 8+ years of quota-carrying SaaS sales experience selling software solutions into multiple industries.
  • 6+ years of experience selling into the enterprise segment.
  • Strong track record of overachieving quota across 6-8 quarters, including at least 1-2 quarters of strong overachievement.
  • Experience selling to central buying and IT teams and managing stakeholders in Procurement and Legal.
  • Experience developing and deepening relationships with C-level, executive, and VP stakeholders.
  • Demonstrated ability to close 6-figure ARR deals in a competitive market.
  • Strong prospecting and account planning experience, including selling into teams.
  • Experience managing complex deals with named accounts of 3K+ FTEs.
  • Strong communication and executive presence, with comfort presenting to and influencing executive decision makers.
  • Consultative approach with the ability to navigate customer needs across industries, sizes, and lifecycles.
  • Passion for Airtable’s mission and how customers can use the product.
  • Scrappy, resourceful, and creative problem-solving mindset.
  • Growth mindset and a desire to continuously learn and improve.

Benefits

  • On-target earnings of $272,000-$354,000 USD for San Francisco Bay Area, Seattle, Los Angeles, and New York work locations.
  • On-target earnings of $245,000-$318,000 USD for all other work locations, including remote.
  • Total compensation may include benefits, restricted stock units, and incentive compensation.
  • Comprehensive benefit offerings are available.
  • Remote work is included as a work-location option for compensation purposes.

Interested in this position?

Apply directly on the company website

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