Account Executive, Strategic Accounts

Summary

Join Airtable's growing EMEA team in Germany as a quota-carrying SaaS sales professional. You will prospect, develop, and manage sales pipelines, closing customers onto the Airtable platform through inbound and outbound efforts. Build relationships with senior executives and decision-makers, prioritizing your book of business and executing account plans. Identify new opportunities, bridge use cases across departments, and build relationships throughout the organization. Own the full sales cycle, coordinating resources and educating customers on Airtable's value. Model Airtable use cases and prioritize opportunities, forecasting performance against sales targets. This role requires fluency in English and German and significant experience in SaaS sales, particularly within the enterprise segment.

Requirements

• Bilingual: Fluent in both English and German
• You have 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. As well as, 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
• You have strong prospecting, account planning, and experience selling into teams
• You have owned complex deals with named accounts (3K+ FTEs)
• You thrive partnering with business leaders and executives, developing long term relationships and aligning key stakeholders company-wide at each stage of the sales lifecycle
• You are 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

Responsibilities

• Prospect, develop, manage sales pipeline 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