Account Executive, Strategic Accounts | DACH

Position Overview

• Location Type: Not specified
• Job Type: Not specified
• Salary: Not specified

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. Since landing in EMEA in 2022, Airtable has built a full go-to-market function in the region from our London office and is now accelerating its next phase of growth. Our expansion includes launching an on-the-ground team in Germany. Already in EMEA, we power some of the world's leading FTSE 100, CAC 40, and DAX 40 brands—and we’re just getting started.

Each client has unique business needs, and you will act as a trusted business advisor to understand their specific business pains and map them to Airtable solutions. You will work cross-functionally with our EMEA-based team of BDRs, Solutions Consulting, Services, Customer Success, Partnerships, and Marketing to generate pipeline, map out solutions, and ensure long-term success for new and existing customers.

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.

Requirements

• Bilingual: Fluent in both English and German.
• 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.
• Experience developing and deepening relationships with C-level, Executive, and VP stakeholders.
• Demonstrated ability to successfully and repeatedly close 6-figure ARR deals in a competitive market.
• Strong prospecting, account planning, and experience selling into teams.
• Owned complex deals with named accounts (3K+ FTEs).
• Thrive partnering with business leaders and executives, developing long-term relationships, and aligning key stakeholders company-wide at each stage of the sales lifecycle.
• Consultative approach, able to navigate the complexities and needs of clients across industries, sizes, and lifecycles.
• Strong communication and executive presence. Very comfortable presenting to a room, engaging, and influencing executive decision-makers.

Company Information

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.

At Airtable, 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. We strive for Airtable to be a pleasant and supportive place to work, and to attract and retain a diverse team of talented people.

Note: This role will be employed and onboarded by our staffing partner.