Enterprise Account Executive

Airbyte is the data and action layer for AI agents, providing fast, accurate, authenticated access to business data across hundreds of sources. Founded in 2020, the company has raised $181M from investors including Benchmark, Accel, Altimeter, Coatue, and Y Combinator. Airbyte started as the open-source standard for data movement and now builds context infrastructure for production-grade AI agents.

Airbyte is seeking an experienced Enterprise Account Executive to join the growing sales organization. You will own a defined portfolio of enterprise accounts, generating, progressing, and closing new business across Airbyte's product offerings. You will work a mix of qualified inbound opportunities and strategically selected target accounts, building relationships and creating demand across your territory. You will primarily engage with CTO, CIO, data, and engineering organizations, working with stakeholders from data engineers and architects to senior business and technology executives.

• 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 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 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.
• Maintain accurate opportunity, pipeline, MEDDPICC, and forecast information.
• Consistently achieve or exceed quarterly bookings targets.
• Collaborate with Product, Marketing, Engineering, Customer Success, and other internal teams to share market feedback, competitive intelligence, customer requirements, and product opportunities.

• 3-5+ years of B2B sales experience within SaaS, cloud infrastructure, developer tools, or data technology, including at least 1-2+ years selling into enterprise accounts.
• A demonstrated history of meeting or exceeding quota in a new-business sales role.
• Experience managing complex, multi-stakeholder enterprise sales cycles.
• Experience using structured enterprise sales methodologies such as Command of the Message, MEDDPICC, and value-based selling.
• A proven ability to uncover and quantify business pain, build compelling value propositions, establish urgency, and navigate enterprise decision-making processes.
• Confidence engaging both technical practitioners and executive buyers.
• The ability to translate complex technical capabilities into clear business value.
• Strong prospecting, discovery, presentation, negotiation, and communication skills.
• Excellent organization, pipeline management, and forecasting discipline.
• Direct experience with data infrastructure, cloud platforms, data integration, or the modern data stack is strongly preferred.
• A proactive, curious, accountable, and collaborative working style.
• The ability to operate effectively in a fast-paced and evolving environment.

Remote in East Coast Timezone.

Compensation tiers: Tier 1 (New York City): OTE $250K – $300K; Tier 2 (All Other U.S. Locations): OTE $212.5K – $255K. Both tiers offer equity and commission. Benefits include flexible PTO (at least 25 days off annually), 12-16 weeks fully paid parental leave, comprehensive medical/dental/vision coverage, 401(k) retirement plan, professional development budget, conference sponsorship, book reimbursement, commuter benefits, monthly internet reimbursement, and breakfast/lunch in the San Francisco office.

Apply via the provided application link. Airbyte is an equal opportunity employer and will consider qualified applicants with arrest and conviction records pursuant to the San Francisco Fair Chance Ordinance. We are not accepting agency submissions or recruiting firm support for this role.