Strategic Account Executive

3 days ago

Sydney, New South Wales, Australia Airtable Full time

About the Role:

Airtable is seeking a highly skilled Strategic Account Executive to join our team. As a Strategic Account Executive, you will be responsible for prospecting, developing, and managing sales pipelines and closing customers onto our Airtable Platform.

Key Responsibilities:

  • Prospect and develop sales pipelines and close customers onto our Airtable Platform through inbound and outbound efforts
  • Build relationships with senior executives and decision-makers across all industries
  • Prioritize your book of business, develop and execute on account plans for each individual account, including identifying new opportunities, bridging use cases across departments, and building and climbing the org chart
  • Source expansion opportunities in new departments, while telling a compelling wall-to-wall (multi-use case) story to the CIO (and other relevant executives) as an account gains momentum
  • Own the full sales-cycle from lead to close
  • Coordinate resources throughout the sales cycle, including legal, sales engineering, implementation specialists, and leadership
  • Educate and consult customers on the value of Airtable throughout the sales and adoption cycle
  • Model a wide range of use cases in which Airtable can drive business transformation across different industries
  • Prioritize opportunities and manage a high volume of inbound and outbound email efficiently
  • Forecast performance against sales targets with a high degree of accuracy using a combination of bottoms-up deal-by-deal commits and top-down territory analysis

Requirements:

  • 8+ years of quota-carrying SaaS sales experience within a SaaS company selling software solutions into multiple industries
  • 3+ years selling into the Enterprise segment
  • Track record of overachieving quota across 6-8 quarters, and at least 1-2 quarters of strong overachievement
  • Experience selling to central buying/IT teams and managing stakeholders in Procurement and Legal
  • Developing and deepening relationships with C-level, Exec, and VP stakeholders
  • Demonstrated ability to successfully and repeatedly close 6-figure ARR deals in a competitive market
  • Strong prospecting, account planning, and experience selling into teams
  • Owned complex deals with named accounts (FTEs)
  • Thrives partnering with business leaders and executives, developing long-term relationships and aligning key stakeholders company-wide at each stage of the sales lifecycle
  • Consultative and able to navigate the complexities and needs of clients across industries, size, and lifecycles
  • Strong communication and executive presence
  • Very comfortable presenting to a room, engaging, and influencing executive decision-makers
  • Passionate about our overall mission and how customers can use Airtable
  • Execute with excellence and have a deep track record of creating significant revenue impact and deep relationships for your organization
  • Scrupulous, resourceful, and a creative problem solver when discovering the business needs of your customer and understanding how Airtable plugs into the bigger picture for them
  • Embody a growth mindset and seek out opportunities to constantly learn and grow

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