Strategic Account Executive, Higher Education

AirtableAirtable·Remote(Remote - US)·Work From Anywhere
Sales

WFA Digital Insight

As remote work continues to reshape the digital landscape, account executives with expertise in higher education are in high demand. Airtable's no-code app platform is at the forefront of this shift, and this role offers a unique chance to drive transformative change in top educational institutions. With demand for digital solutions growing by 25% in the past year, candidates with a strong track record in complex SaaS sales and education domain expertise will have a competitive edge.

Job Description

About the Role

Airtable is seeking a Strategic Account Executive to play a pivotal role in shaping the future of how top educational institutions operate. You will own and execute strategic account plans for our top 20 higher education accounts, driving
M+ in net-new and expansion ARR.

Responsibilities

  • Own and execute strategic account plans for Airtable’s top 20 education accounts, focusing on both net-new and expansion opportunities
  • Drive significant annual expansion revenue through multi-threaded, cross-departmental deals
  • Identify and operationalize 1–2 repeatable plays within the education market to accelerate adoption
  • Build and maintain strong executive-level relationships, ensuring consistent engagement and alignment with institutional goals
  • Expand product adoption across multiple departments within each institution
  • Maintain strong pipeline coverage and forecast accuracy across named accounts
  • Run disciplined, MEDDIC-style sales processes, navigating complex, consensus-driven buying committees
  • Serve as a consultative partner, leveraging storytelling and discovery skills to position Airtable as a platform solution

Requirements

  • 7–10+ years of experience closing complex, enterprise SaaS deals, with a focus on higher education or similarly complex organizations
  • Proven track record of expanding large, named accounts over long sales cycles
  • Deep education domain expertise and a belief in solving high-value problems for institutions
  • Experience selling workflow, no-code, or horizontal platforms, with familiarity in higher-ed operations (IT, PMO, registrar, academic affairs)

How to Stand Out

  • Develop a strong understanding of the higher education sector, including current challenges and trends, to effectively position Airtable's solutions.
  • Highlight your experience with complex SaaS sales, particularly in navigating long sales cycles and multi-threaded deals.
  • Prepare examples of how you have driven expansion revenue and identified repeatable plays in previous roles.
  • Emphasize your ability to build strong executive-level relationships and maintain consistent engagement with institutional goals.
  • Showcase your knowledge of no-code, workflow, or horizontal platforms, and how they can be applied to higher education operations.

This is a remote position listed on WFA Digital, the platform for professionals who work from anywhere. Browse more remote jobs across all categories.