Enterprise Account Executive

ABOUT AIRBYTE: We’re on a mission to make data available and actionable to everyone, everywhere. With 700+ connectors, our platform powers analytics and gives AI agents the business context they need to do real work. More than 25,000 companies, including 20% of the Fortune 500, rely on Airbyte to put their data to work. We’re built on open source because we believe companies should have full control over their data. A community of 27K members helps shape what we build, and we’re backed by $181M from investors including Benchmark, Accel, Altimeter, Coatue, and Y Combinator. Models keep getting better. What holds AI back is the data informing and shaping its decisions, and that's the layer we're building. We’re just getting started. If you’re excited by big challenges, meaningful ownership, and the chance to help build what’s next, we’d love to meet you. 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, while 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. Candidates with a demonstrated ability to quickly learn complex technical concepts will also be considered. This is a new-business-focused role. Success will be driven by landing strategic customers, establishing Airbyte within an initial use case, and creating a clear path toward broader adoption across the organization. You will join a fast-growing company with a strong product-led motion, a highly technical customer base, and a significant market opportunity. WHAT YOU’LL DO: - 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. WHAT YOU’LL NEED: - 3-5+ years of B2B sales experience within SaaS, cloud infrastructure, developer tools, or data technology, including at least 1-2+ 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. LOCATION: - Remote in Toronto, Canada WHY YOU'LL LOVE WORKING AT AIRBYTE: At Airbyte, we believe great work happens when people feel supported, trusted, and empowered to grow. Our market-leading Total Rewards package is designed to help you thrive professionally and personally. Our benefits and perks include: - Flexible PTO with a culture that encourages at least 25 days off annually, and public holidays in line with provincial employment standards - Comprehensive health coverage – extended health benefits on top of provincial public healthcare - Virtual healthcare – access to doctors and other care providers online, so you can get care without waiting - Retirement savings – a group retirement savings plan to help you build for the future - Statutory protections – Canada/Québec Pension Plan, Employme