Senior Mid Market Account Executive, AI Native
At a glance
Senior Account Executive role at Airtable. Austin · $245,000–$300,000 OTE.
Growth Roles summary, based on the employer's posting.
What you'll do
- Run the entire sales motion for a selected group of AI companies, from outreach through signed deals
- Build account plans that reach decision-makers and other important stakeholders
- Create pipeline through consistent outbound work and inventive ways into target accounts
- Guide lengthy, multi-buyer deals and win new logos in large, complex organizations
- Coordinate with Sales Ops, Product, and Customer Success on tailored solutions while forecasting territory results
What you bring
- Bring five to seven-plus years closing complex SaaS deals, preferably in low-code, no-code, or workflow products
- Have won new logos in greenfield settings involving multiple stakeholders
- Understand AI concepts and enterprise AI deeply, with experience selling to AI-native companies or AI-transforming enterprises
- Use MEDDIC and communicate credibly with executive, technical, data, and C-suite buyers
- Forecast territories accurately, meet ambitious targets, and work effectively with limited playbook guidance
Who this fits
You’ll suit a senior seller focused on AI companies, complex buying groups, and net new business. You’ll thrive when engaging executive and technical stakeholders, managing long sales cycles, and operating with limited precedent. The role is based in Austin, United States.
From the employer
Airtable is the no-code app platform that empowers people closest to the work to accelerate their most critical business processes. More than 500,000 organizations, including 80% of the Fortune 100, rely on Airtable to transform how work gets done.
What you'll do
- Own and execute the full sales cycle for a hand-selected portfolio of AI companies, from prospecting to close
- Develop and implement account strategies to identify, engage, and build relationships with key decision-makers and stakeholders
- Generate pipeline through disciplined outbound efforts and creative account entry strategies
- Lead complex, multi-stakeholder sales processes, navigating long sales cycles and buying committees
- Drive net new logo acquisition and expand Airtable’s footprint within large, complex organizations
- Collaborate cross-functionally with Sales Ops, Product, and Customer Success to deliver tailored solutions
- Accurately forecast and manage territory performance, focusing on 6-figure+ ACV and ARR deals
Who you are
- 5-7+ years of experience closing complex SaaS deals, ideally with low-code/no-code or workflow solutions
- Proven track record of net new logo acquisition in multi-stakeholder, greenfield environments
- Demonstrated ability to prospect, break into new accounts, and build relationships with executive and technical buyers
- Deep fluency in AI concepts, trends, and the enterprise AI landscape; able to credibly engage with data leaders and C-suite stakeholders
- Experience selling into AI-native or AI-first companies, or into enterprises undergoing significant AI transformation
- Skilled in MEDDIC sales methodology and comfortable operating in ambiguity with limited playbook or precedent
- Exceptional executive presence, communication, and consultative sales skills
- High proficiency in territory analysis, forecasting, and delivering against ambitious targets
Airtable is an equal opportunity employer. We embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any characteristic protected by applicable federal and state laws, regulations and ordinances. Learn more about your EEO rights as an applicant.
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If you have a medical condition, disability, or religious belief/practice which inhibits your ability to participate in any part of the application or interview process, please complete our Accommodations Request Form and let us know how we may assist you. Airtable is committed to participating in the interactive process and providing reasonable accommodations to qualified applicants.
Compensation awarded to successful candidates will vary based on their work location, relevant skills, and experience.
Our total compensation package also includes the opportunity to receive benefits, restricted stock units, and may include incentive compensation. To learn more about our comprehensive benefit offerings, please check out Life at Airtable.
For work locations in the San Francisco Bay Area, Seattle, Los Angeles, and New York, the on-target earnings range for this role is:$245,000—$300,000 USDFor all other work locations (including remote), the on-target earnings range for this role is:$245,000—$300,000 USDPlease see our Privacy Notice for details regarding Airtable’s collection and use of personal data relating to the application and recruitment process by clicking here.
For applicants that live in or have a link to Australia, please see this Privacy Collection Statement for details regarding Airtable's collection and use of personal data relating to the application and recruitment process.
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