Enterprise Account Executive at Airbyte · LumiJobs

Responsibilities

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.
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.

Enterprise Account Executive

Responsibilities

Qualification

Required

Preferred

Benefits

Company

Airbyte

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