Senior Mid Market Account Executive, AI Native

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 organisations, including 80% of the Fortune 100, rely on Airtable to transform how work gets done.

Responsibilities

• 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 organisations
• 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

Requirements

• 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

Benefits

• Base salary range: $245,000-$300,000 USD
• Opportunity to receive benefits, restricted stock units, and incentive compensation