Enterprise Account Executive

Airbyte is the data and action layer for AI agents. We give agents fast, accurate, authenticated access to business data across hundreds of sources, so they can discover the entities that matter, reason over real-time context, and take action in the systems they read from, not just observe them. We started as the open-source standard for data movement and have built a company with hundreds of connectors, thousands of customers, and $181M in funding from leading investors. Our mission is to make data available and actionable to everyone, everywhere—now including AI agents.

About the role

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. 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 ranging from data engineers and architects to senior business and technology executives.

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. This is a new-business-focused role where success will be driven by landing strategic customers, establishing Airbyte within an initial use case, and creating a clear path toward broader adoption.

Responsibilities

• 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.
• 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.

Requirements

• 6+ years of B2B sales experience within SaaS, cloud infrastructure, developer tools, or data technology, including at least 3 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.

Benefits

• Flexible PTO with a culture that encourages at least 25 days off annually
• 16 weeks fully paid parental leave for all parents
• Comprehensive medical, dental, and vision coverage for employees and dependents
• 401(k) retirement plan
• Professional development budget, conference sponsorship, and book reimbursement
• Commuter benefits and monthly internet reimbursement
• Breakfast and lunch in our San Francisco office
• A collaborative, in-person culture focused on learning, growth, and impact

Pay

Compensation Range: $212,500 - $300,000

Location: Remote in East Coast Timezone