Senior Mid Market Account Executive, AI Native
Own full sales cycle for AI-native companies, driving net new logo acquisition and 6-figure+ ACV deals. Requires 5-7+ years closing complex SaaS sales with fluency in AI and enterprise buying processes.
About the job
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
Skills
SaaS Sales, MEDDIC, Account Strategy, Pipeline Generation, Forecasting, Territory Management, Enterprise Sales, Consultative Selling
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