Mid Market Account Executive

Airbyte is seeking an experienced Mid-Market Account Executive to join our growing sales organization. In this role, you will own a defined portfolio of 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 data, engineering, and technology organizations, working with stakeholders ranging from data engineers and developers to Heads of Data, Engineering leaders, CTOs, and CIOs.

A successful candidate will be comfortable managing multiple sales cycles, learning complex technical concepts, and connecting customer challenges to clear 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 develop technical and industry knowledge will also be considered.

This is a new-business-focused role with meaningful expansion potential. Success will be driven by landing new customers, establishing Airbyte within an initial use case, and identifying opportunities to expand adoption across additional teams and workloads. You will join a growing sales organization with a strong product-led motion, a highly technical customer base, and a significant market opportunity.

WHAT YOU’LL DO:

- Own the full sales cycle, from prospecting 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.

- Manage multiple concurrent opportunities while maintaining clear priorities, strong deal progression, and consistent follow-through.

- Develop trusted relationships across technical, business, and executive stakeholders.

- 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 identify customer pain, quantify business impact, establish urgency, and maintain control of the sales process.

- Build clear 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 security, legal, procurement, and commercial processes.

- Identify opportunities to expand Airbyte from an initial use case into broader adoption across the customer organization.

- Maintain accurate opportunity, pipeline, MEDDPICC, and forecast information.

- Maintain sufficient pipeline coverage to support consistent achievement of quarterly bookings targets.

- Consistently achieve or exceed quarterly quota.

- Collaborate with Product, Marketing, Engineering, Customer Success, and other internal teams to share customer feedback, competitive intelligence, and market requirements.

WHAT YOU’LL NEED:

- 4+ years of B2B sales experience within SaaS, cloud infrastructure, developer tools, or data technology.

- A demonstrated history of meeting or exceeding quota in a new-business sales role.

- Experience managing multiple sales cycles across a portfolio of mid-market accounts.

- Experience selling to technical practitioners, business stakeholders, and senior technology leaders.

- Familiarity with structured sales methodologies such as Command of the Message, MEDDPICC, and value-based selling.

- A demonstrated ability to uncover and quantify customer pain, build compelling value propositions, establish urgency, and progress opportunities to a decision.

- The ability to translate complex technical capabilities into clear business value.

- Strong prospecting, discovery, presentation, negotiation, and communication skills.

- Excellent organization, time management, pipeline management, and forecasting discipline.

- 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.