Account Executive, Strategic Accounts

Airtable helps organizations build the applications and workflows they need to run their most important business processes, without being constrained by off-the-shelf software. Its flexible platform combines a relational database, custom applications, automations, and AI, giving teams the building blocks to create solutions around the way they actually work. More than 500,000 organizations, including 80% of the Fortune 100, use Airtable to power critical work across their businesses.

As a Strategic Account Executive at Airtable, you will work closely with a variety of strategic accounts across the Fortune 500 globally. Each client has unique needs and you act as a trusted business advisor, helping them effectively leverage our product to drive maximum impact for their business.

• Prospect, develop, manage sales pipeline and close customers onto the Airtable Platform through inbound and outbound efforts.
• Build relationships with senior executives and decision makers across all industries.
• Prioritize your book of business, develop and execute on account plans for each individual account, including identifying new opportunities, bridging use cases across departments, and building and climbing the org chart.
• Source expansion opportunities in new departments, while telling a compelling wall to wall (multi-use case) story to the CIO (and other relevant executives) as an account gains momentum.
• Own the full sales-cycle from lead to close.
• Coordinate resources throughout the sales cycle, including legal, sales engineering, implementation specialists and leadership.
• Educate and consult customers on the value of Airtable throughout the sales and adoption cycle.
• Model a wide range of use cases in which Airtable can drive business transformation across different industries.
• Prioritize opportunities and manage a high volume of inbound and outbound email efficiently.
• Forecast performance against sales targets with a high degree of accuracy using a combination of bottoms up deal by deal commits and top down territory analysis.

• 8+ years of quota carrying SaaS sales experience within a SaaS company selling software solutions into multiple industries.
• 6+ years selling into the Enterprise segment.
• Track record of overachieving quota across 6-8 quarters, and at least 1-2 quarters of strong overachievement.
• Experience selling to central buying/IT teams and managing stakeholders in Procurement and Legal, as well as developing and deepening relationships with C-level, Exec and VP stakeholders.
• Demonstrated ability to successfully and repeatedly close 6-figure ARR deals in a competitive market.
• Strong prospecting, account planning, and experience selling into teams.
• Owned complex deals with named accounts (3K+ FTEs).
• Thrive partnering with business leaders and executives, developing long term relationships and aligning key stakeholders company-wide at each stage of the sales lifecycle.
• Consultative and able to navigate the complexities and needs of clients across industries, size and lifecycles.
• Strong communication and executive presence, comfortable presenting to a room, engaging and influencing executive decision makers.
• Passionate about the mission and how customers can use Airtable.
• Execute with excellence and have a deep track record of creating significant revenue impact and deep relationships.
• Scrappy, resourceful and a creative problem solver when discovering business needs.
• Embody a growth mindset and seek out opportunities to constantly learn and grow.

Compensation awarded to successful candidates will vary based on their work location, relevant skills, and experience. The total compensation package also includes the opportunity to receive benefits, restricted stock units, and may include incentive compensation. For work locations in the San Francisco Bay Area, Seattle, Los Angeles, and New York, the on-target earnings range for this role is $272,000—$354,000 USD. For all other work locations (including remote), the on-target earnings range is $245,000—$318,000 USD.

Apply through the Greenhouse job posting. Airtable is an equal opportunity employer and provides reasonable accommodations for applicants with disabilities or religious beliefs.