Strategic Account Executive, AI Specialist

Description:

• Own and execute the full sales cycle for a portfolio of AI companies, from prospecting through close.
• Develop 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 across long sales cycles and buying committees.
• Drive net-new logo acquisition and expand Airtable’s footprint within large, complex organizations.
• Collaborate cross-functionally with Sales Ops, Product, and Customer Success to deliver tailored solutions.
• Accurately forecast and manage territory performance against 6-figure+ ACV and ARR deals.

Requirements:

• 7–10+ years of experience closing complex enterprise SaaS deals, ideally in low-code/no-code or workflow solutions.
• Proven track record of net-new logo acquisition in multi-stakeholder, greenfield environments.
• Experience prospecting into new accounts and building relationships with executive and technical buyers.
• Deep fluency in AI concepts, trends, and the enterprise AI landscape.
• Experience selling into AI-native or AI-first companies, or into enterprises undergoing significant AI transformation.
• Skilled in MEDDIC sales methodology and comfortable operating 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 of $272,000–$354,300 USD for employees in the San Francisco Bay Area, Seattle, New York City, and Los Angeles.
• Total compensation may include benefits, restricted stock units, and incentive compensation.
• Compensation varies based on work location, relevant skills, and experience.
• Access to comprehensive benefit offerings through Airtable’s Life at Airtable program.
• Equal opportunity employer with reasonable accommodations available during the application and interview process.
• Remote work indicated by the #LI-Remote designation.