Mid Market Account Executive
WFA Digital Insight
As the demand for cloud infrastructure and data integration specialists grows, companies like Airbyte are at the forefront of this trend. With the market for SaaS solutions expected to continue its upward trajectory, professionals with a strong background in sales and technical expertise are in high demand. Airbyte's unique approach to data movement and action layers for AI agents positions it as a leader in this space. Before applying, candidates should be aware that this role requires a deep understanding of the modern data stack and the ability to communicate complex technical concepts to various stakeholders. The company's commitment to employee growth and a collaborative culture makes it an attractive option for those looking to make a meaningful impact.
Job Description
About the Role
The Mid Market Account Executive role at Airbyte is a critical position that involves managing the entire sales cycle for a list of assigned accounts. This includes both inbound and outbound sales efforts, with a focus on selling into the CTO/CIO organization. The successful candidate will have a strong foundation in cloud infrastructure, the modern data stack, and API-based data connections. They will be expected to build and maintain relationships with key decision-makers, including Data Engineers, Data Analysts, and Heads of Engineering.As a key member of the sales team, the Mid Market Account Executive will be responsible for identifying new business opportunities and expanding existing relationships. This will involve working closely with cross-functional teams, including product, marketing, and engineering, to ensure that customer needs are met and that Airbyte's solutions are properly positioned.
The company's mission to make data available and actionable to everyone, everywhere, is at the heart of this role. The Mid Market Account Executive will play a critical part in driving this mission forward by identifying and capitalizing on new sales opportunities.
What You Will Do
- Manage a list of assigned accounts, including both inbound and outbound sales efforts
- Build and maintain relationships with key decision-makers, including CTOs, CIOs, Data Engineers, and Heads of Engineering
- Identify new business opportunities and expand existing relationships
- Work closely with cross-functional teams, including product, marketing, and engineering
- Develop and execute sales strategies to meet quarterly bookings targets
- Conduct product demonstrations and proof of concepts to prospective customers
- Negotiate contracts and close deals
- Provide feedback to product and engineering teams on customer requirements and market trends
- Stay up-to-date with industry trends and competitor activity
- Maintain a clean and up-to-date sales pipeline
What We Are Looking For
- 4+ years of B2B sales experience within the SaaS, cloud, or data industry
- Proven track record of quota attainment and overachievement selling to technical buyers
- Direct industry experience with data infrastructure strongly preferred
- Excellent organizational, presentation, and communication skills
- Ability to work in a fast-paced environment and adapt to changing priorities
- Strong understanding of cloud infrastructure, the modern data stack, and API-based data connections
- Experience with sales tools, including CRM and sales automation platforms
- Bachelor's degree in a related field, such as computer science, engineering, or business
Nice to Have
- Experience with data integration platforms and tools
- Knowledge of database replication and data warehousing concepts
- Familiarity with AI and machine learning technologies
- Certification in sales or a related field
Benefits and Perks
- Competitive salary and commission structure
- Comprehensive medical, dental, and vision coverage
- 401(k) retirement plan
- Flexible PTO policy with a minimum of 25 days off per year
- 16 weeks fully paid parental leave for all parents
- Professional development budget and conference sponsorship
- Commuter benefits and monthly internet reimbursement
- Breakfast and lunch provided in the San Francisco office
- Collaborative, in-person culture focused on learning, growth, and impact
How to Stand Out
- Develop a strong understanding of the modern data stack and cloud infrastructure to effectively communicate with technical buyers.
- Build a portfolio that showcases your sales achievements and experience working with SaaS solutions.
- Prepare to talk about your experience with data integration platforms and tools, and how you've applied that knowledge in previous roles.
- Research Airbyte's competitors and be prepared to discuss how their solutions differ.
- Practice your presentation skills to effectively demonstrate Airbyte's products and services to prospective customers.
- Be prepared to discuss your experience working with cross-functional teams and how you've collaborated with product, marketing, and engineering teams in the past.
- Don't be afraid to ask questions about the company culture and values during the interview process to ensure it's a good fit for you.
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