Sales Manager, Strategic Accounts

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.

As a Sales Manager for Strategic Accounts, you'll own the performance of a team selling into some of the world's largest organizations. You'll be responsible for delivering ambitious revenue goals, hiring and developing exceptional Account Executives, and getting directly involved in the accounts and deals where your judgment and experience can make a difference.

If you're excited by the challenge of building a high-performing team while staying close to the business, you'll thrive here. You'll be a trusted partner to senior customer executives, help your team navigate its most important opportunities, and work across Airtable to turn what you learn from customers into better ways of selling, operating, and ultimately serving them.

What you'll do

• Own your team's revenue performance, setting ambitious goals and creating the focus, accountability, and operating rhythm needed to deliver against them.
• Build and develop an exceptional team of Strategic Account Executives through thoughtful hiring, hands-on coaching, and regular, actionable feedback.
• Stay close to your most important accounts and opportunities, helping shape deal and account strategy and building trusted relationships with senior customer executives.
• Own forecasting and planning for your business, bringing rigor to pipeline management and using data and judgment to identify where your team needs to focus.
• Partner across Sales, Customer Success, Solution Engineering, Product, and other teams to remove barriers, surface customer needs, and improve how we serve and sell to our largest customers.
• Help shape the way the Strategic Sales organization operates, identifying opportunities to improve the structures, processes, and ways of working that enable the team to scale.

Who you are

• You bring 8+ years of quota-carrying sales experience in technology, ideally SaaS, with a strong track record of selling to and closing large enterprise accounts.
• You have people management experience and a track record of building and leading high-performing sales teams.
• You're an exceptional coach. You can diagnose what's holding a seller or deal back, give clear and actionable feedback, and adapt your approach to help different people perform at their best.
• You have strong commercial judgment. You know when to go deep on a deal, when to challenge your team's thinking, and when to bring in the right stakeholders to change the trajectory of an opportunity.
• You combine strategic thinking with operational rigor. You can see the bigger picture while staying close to pipeline, forecasting, account strategy, and the details that ultimately drive performance.
• You're a strong communicator and relationship builder. You can earn credibility with senior customer executives, create alignment across internal teams, and communicate clearly when priorities or perspectives differ.

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 $320,000 - $430,000 USD. For all other work locations (including remote), the range is $288,000 - $400,000 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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