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Senior Account Executive, Mid Market

Austin, TX

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.

As a Senior Account Executive, Mid Market, you will play a critical role in shaping strategic relationships with organizations within this specific segment. Your expertise will be pivotal in helping these companies unlock the full potential of Airtable, driving impactful outcomes tailored to their unique business needs.

The versatility of Airtable, combined with our low-friction adoption model, has led to significant demand within the mid-market space. As a Senior Account Executive, you will be at the forefront of this growth, steering high-impact engagements that align with the business objectives of your customers and Airtable’s expansion goals.

What you'll do

  • Strategic Account Management: Develop and maintain deep, strategic relationships with key stakeholders across various departments within organizations of 1,000 to 3,000 employees. Act as a trusted advisor, guiding customers to leverage Airtable’s platform to meet their specific business challenges.
  • Targeted Growth & Expansion: Identify and capitalize on expansion opportunities within your assigned accounts. Craft and execute detailed account plans that target growth within new departments or use cases, effectively telling a compelling story to decision-makers, including CIOs and other senior leaders.
  • Landing New Logos: Lead the sales cycle from discovery to close with net new logos, focusing on deals ranging from six to seven figures. Demonstrate your ability to navigate the procurement processes  and influence decision-makers within large organizations. 
  • Cross-Functional Coordination: Collaborate closely with teams such as Customer Success, Solution Engineering, and Product to deliver tailored solutions that address the specific needs of mid-market customers.
  • Consultative Approach: Engage deeply with prospects and customers to understand their business goals and challenges. Position Airtable as a differentiated solution that addresses the unique needs of mid-market organizations.

Who you are

  • Sales Leadership in Mid-Market: You have 8+ years of experience in B2B sales, with a focus on selling into large customers in the Enterprise or upper Mid Market segments. You have a proven track record of exceeding sales targets and driving growth in companies with 1,000 to 3,000 employees.
  • Relationship Builder: You excel in developing and sustaining relationships with senior stakeholders across large organizations. Your ability to align the interests of multiple stakeholders across departments is key to your success.
  • Strategic Sales Professional: You bring a strategic mindset to every account, crafting and executing plans that drive significant growth and long-term value for both the customer and Airtable.
  • Process-Oriented: You are methodical in your approach, utilizing a structured sales methodology (e.g., Force Management) to manage complex sales processes effectively.
  • Problem Solver: You thrive on solving the specific challenges faced by mid-market customers, demonstrating creativity and resourcefulness in aligning Airtable’s solutions with their business objectives.

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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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 Austin, the on-target earning range for this role is:

$229,500 - $299,000 USD

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