Account Executive, Strategic

About the role

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.

Just like Lego blocks, what our customers can build with Airtable is virtually limitless. That flexibility is why more than 500,000 organizations, including 80% of the Fortune 100, use Airtable to power critical work across their businesses.

We're builders at heart, and we're looking for builders who want to expand what's possible in Airtable and what the world can build with it.

You'll own a portfolio of Fortune 500 accounts, where success comes from going deep rather than casting wide. You'll need to understand how each organization works, build trusted relationships across functions and levels, and uncover where Airtable can create value-often finding opportunities that aren't obvious at first.

If you're excited by the challenge of building relationships that compound over time, connecting Airtable to problems your buyers didn't know they could solve, and turning a foothold in an account into a much broader strategic partnership, you'll thrive here.

What you'll do

• Own the full sales cycle across a portfolio of strategic accounts, from creating pipeline and shaping opportunities through negotiation and close.
• Go deep within your accounts: build trusted relationships with senior executives and decision makers, and expand your book of business by uncovering new use cases and connecting Airtable across teams and functions.
• Develop and execute thoughtful account plans,prioritizing where to invest your time and forecasting performance with a high degree of accuracy
• Coordinate complex, multi-stakeholder deals, bringing together C-level leaders, IT, central buying teams, and the right internal partners-from Solution Engineering to Legal and Implementation-to move opportunities forward.
• Act as a strategic partner to your customers: understand their most important business priorities and help them see how Airtable can solve problems and create value in ways they may not have considered.

Who you are

• You bring 3+ years of quota-carrying enterprise SaaS experience, with a track record of high performance
• You've successfully closed complex deals with large, named accounts (3,000+ FTEs), navigating long sales cycles and executive stakeholders along the way
• You're an adaptable seller. You're comfortable moving across industries, use cases, and buyer personas, and know how to tailor your approach to each.
• You build long-term, trusted relationships with senior leaders. You have the executive presence to influence a room, create alignment across stakeholders, and become a credible partner to your customers.
• You're consultative and resourceful. You're comfortable navigating ambiguity, finding creative paths through complex accounts, and continuously sharpening your approach as you learn.

What we offer

• Compensation awarded to successful candidates will vary based on their work location, relevant skills and experience.
• 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 range is $245,000 - $319,000 USD.
• Our total compensation package also includes the opportunity to receive benefits and may include incentive compensation. To learn more about our comprehensive benefit offerings, please check out Life at Airtable.

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