Mid Market Account Executive

About the role

Mid Market Account Executive Airbyte is the data and action layer for AI agents. We give agents fast, accurate, authenticated access to business data across hundreds of sources, so they can discover the entities that matter, reason over real-time context, and take action in the systems they read from, not just observe them. We started as the open-source standard for data movement and proved the economics of data integration at scale: hundreds of connectors, thousands of companies, and, since 2020, have raised $181M from leading investors including Benchmark, Accel, Altimeter, Coatue, and Y Combinator. As our CEO Michel Tricot puts it, "the last ten years were all about structured data. The future is all about context." We're now building that context infrastructure for production-grade agents on the same open foundation, as agents become the primary consumers of enterprise data. Our mission is unchanged: make data available and actionable to everyone, everywhere. That everyone now includes AI agents. The Role: 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. Location: - Onsite 4 days/week in San Francisco, CA 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 - 16 weeks fully paid parental leave for all parents -...

Key responsibilities

• check_circleCollaborate with the team on day-to-day project tasks
• check_circleLearn tools and processes used by the organization
• check_circleDocument work and participate in team meetings
• check_circleSupport quality checks and continuous improvement

Requirements

• check_circleOwn the full sales cycle, from prospecting and discovery through technical evaluation, proposal, negotiation, procurement, and closed-won.
• check_circleBuild and maintain a healthy pipeline through a combination of qualified inbound opportunities, targeted outbound prospecting, partner engagement, and strategic account development.
• check_circleManage multiple concurrent opportunities while maintaining clear priorities, strong deal progression, and consistent follow-through.
• check_circleDevelop trusted relationships across technical, business, and executive stakeholders.
• check_circleLead effective discovery to uncover customer challenges, business priorities, technical requirements, and decision criteria.
• check_circleApply 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.
• check_circleBuild clear business cases that connect Airbyte’s technical capabilities to measurable customer outcomes.
• check_circlePartner closely with Solutions Engineering to scope, manage, and successfully complete technical evaluations and proofs of value.
• check_circleNavigate security, legal, procurement, and commercial processes.
• check_circleIdentify opportunities to expand Airbyte from an initial use case into broader adoption across the customer organization.
• check_circleMaintain accurate opportunity, pipeline, MEDDPICC, and forecast information.
• check_circleMaintain sufficient pipeline coverage to support consistent achievement of quarterly bookings targets.

Skills & keywords

Benefits & perks

• check_circleMentorship
• check_circleCertificate of completion
• check_circleFlexible work arrangement where applicable