Account Executive, SLED
WFA Digital Insight
The demand for skilled sales professionals in the SaaS sector is on the rise, with a 27% increase in job openings over the past year. As companies like Airtable continue to revolutionize workflow management, the need for account executives who can effectively sell to the education and government sectors is becoming increasingly important. With the public sector's growing interest in digital transformation, this role offers a unique opportunity for candidates to make a significant impact. To succeed, candidates will need strong sales skills, a deep understanding of the education and government sectors, and the ability to thrive in a fast-paced, remote work environment.
Job Description
About the Role
Airtable is seeking an experienced Account Executive, SLED to drive growth within the education and state/local government sectors. As a key member of the sales team, you will own a high-volume book of business, managing both net-new and renewal revenue across a dynamic set of EDU and State/Local Government accounts. Your day-to-day responsibilities will include identifying new business opportunities, building strong relationships with public sector customers, and developing strategic plans to expand Airtable's presence in the market.The ideal candidate will have a strong background in SaaS sales, a deep understanding of the education and government sectors, and a proven track record of success in managing large, complex accounts. You will be working closely with cross-functional teams, including marketing, product, and customer success, to ensure a seamless customer experience and drive revenue growth.
Airtable is a no-code app platform that empowers people closest to the work to accelerate their most critical business processes. With over 500,000 organizations relying on Airtable, including 80% of the Fortune 100, this is an exciting opportunity to join a company that is revolutionizing the way work gets done.
What You Will Do
- Manage and grow a large portfolio of education and SLED accounts, driving consistent net-new and renewal revenue
- Source, close, and renew deals with high activity-to-close conversion rates and disciplined pipeline management
- Maintain accurate forecasting, strong CRM hygiene, and low pipeline slippage across a fast-moving, high-volume book of business
- Prioritize accounts and opportunities efficiently to maximize ARR and quota attainment
- Execute repeatable sales processes while identifying opportunities for improvement
- Build strong relationships with public sector customers, understanding their unique needs and procurement cycles
- Stay up-to-date on industry trends, competitor activity, and emerging technologies to maintain a competitive edge
- Collaborate with internal stakeholders to develop and implement strategic plans to expand Airtable's presence in the market
What We Are Looking For
- 4-7 years of experience in a quota-carrying SaaS sales role, managing a large book of accounts with high deal velocity
- Demonstrated success in selling to education or public sector customers, with familiarity in procurement or budget cycles
- SLED-specific domain expertise and a passion for serving the public sector
- Exceptional personal organization, time management, and comfort with high-volume sales environments
- Strong written and verbal communication skills with reliable, fast follow-through
- Experience with workflow, no-code, or horizontal SaaS platforms is a plus
- Strong understanding of the sales process, including prospecting, qualifying, and closing deals
Nice to Have
- Experience with CRM software, such as Salesforce or HubSpot
- Familiarity with sales analytics and performance metrics
- Certification in sales or a related field, such as CSP or CSPO
Benefits and Perks
- Competitive salary and bonus structure
- Equity in a fast-growing company
- Comprehensive health, dental, and vision insurance
- 401(k) matching program
- Flexible PTO and vacation days
- Remote work stipend and equipment budget
- Professional development opportunities, including training and conference sponsorships
- Access to a dynamic, collaborative community of professionals
How to Stand Out
- Develop a strong understanding of the education and government sectors, including their unique needs and procurement cycles
- Build a portfolio of successful sales campaigns and case studies to demonstrate your expertise
- Stay up-to-date on industry trends, competitor activity, and emerging technologies to maintain a competitive edge
- Practice your sales pitch and be prepared to address common objections and concerns
- Research Airtable's products and services, including their no-code app platform and workflow management tools
- Prepare to talk about your experience with CRM software and sales analytics, and how you have used these tools to drive sales success
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