Enterprise Account Executive

The role

You will own a portfolio of enterprise accounts to generate, progress, and close new business. You will engage with CTO, CIO, data, and engineering organizations to connect technical capabilities to business outcomes.

What you will do

• Own the full enterprise sales cycle from discovery through closed-won.
• Build and maintain a pipeline through inbound, outbound, partner engagement, and account development.
• Develop relationships with technical, business, and executive stakeholders.
• Lead discovery to uncover customer challenges and technical requirements.
• Apply value-selling principles and sales methodologies like Command of the Message and MEDDPICC.
• Build business cases connecting technical capabilities to customer outcomes.
• Partner with Solutions Engineering to manage technical evaluations and proofs of value.
• Navigate security, legal, procurement, and commercial processes.
• Create account strategies for initial adoption and long-term expansion.
• Maintain accurate opportunity, pipeline, MEDDPICC, and forecast information.

Required qualifications

• 3-5+ years of B2B sales experience within SaaS, cloud infrastructure, developer tools, or data technology.
• At least 1-2+ years selling into enterprise accounts.
• 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.
• Ability to uncover and quantify business pain and build value propositions.
• Confidence engaging both technical practitioners and executive buyers.
• 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.
• Proactive, curious, accountable, and collaborative working style.
• Ability to operate effectively in a fast-paced and evolving environment.

Nice to have

• Direct experience with data infrastructure, cloud platforms, data integration, or the modern data stack
• Foundational understanding of cloud infrastructure, the modern data stack, APIs, data integration, and database replication
• Ability to quickly learn complex technical concepts

Benefits

• Flexible PTO with a culture that encourages at least 25 days off annually
• Public holidays in line with provincial employment standards
• Comprehensive health coverage
• Virtual healthcare
• Group retirement savings plan
• Statutory protections including Canada/Québec Pension Plan, Employment Insurance and workers' compensation coverage
• Professional development budget
• Conference sponsorship
• Book reimbursement

Before you apply

• We are not accepting agency submissions or recruiting firm support for this role.
• Unsolicited resumes will not be considered.

About the company

Airbyte is on a mission to make data available and actionable to everyone, everywhere. Their platform powers analytics and provides business context for AI agents.