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Account Executive, Mid Market (ANZ)

Airtable

Airtable

Sales & Business Development
Sydney, NSW, Australia
Posted on Thursday, June 13, 2024

At Airtable, we are passionate about how our product democratizes software creation and empowers anyone to “create anything.” As an Account Executive of Mid-Market Airtable, you will have the opportunity to work closely with various enterprise accounts across multiple industries. Each customer has unique needs and you act as a trusted business advisor, helping them effectively leverage our product to drive maximum impact for their business.

Just like Lego blocks, what our customers can build with Airtable is virtually limitless - and our product-led motion means users can easily explore and create value for their companies without friction. The combination of the low-friction approach and Airtable’s substantial addressable market means the demand for our Enterprise product has outpaced the capacity of our sales team.

What you'll do

  • As an Account Executive of Mid-Market, you'll leverage Airtable’s self-service user base and proven value propositions across multiple use cases to land Enterprise logos
  • Build relationships with executives across departments and industries.
  • 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.
  • 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
  • Lead the full sales cycle, from initial interest to deal close and coordinate collaboration cross-functionally with Customer Success, Solution Engineering etc.
  • Consult with prospects regarding business objectives and requirements, and frame the value of Airtable as a differentiated solution for those goals.
  • Model a wide range of use cases in which Airtable can drive business transformation across different industries.
  • Think critically about sales insights and data and experiment with new growth tactics.

Who you are

  • You have 4+ years of quota-carrying closing experience at a technology company
  • You have successfully sold 6-figure + deals to large accounts with 1000 - 3000 FTE
  • You thrive in partnering with business leaders and executives, developing long-term relationships, and aligning key stakeholders company-wide at each stage of the sales lifecycle.
  • You execute a structured sales process (e.g, Force Management) with rigor and self-awareness
  • You are consultative and able to navigate the complexities and needs of clients across industries, sizes, and lifecycles.
  • You are a resourceful and creative problem solver when discovering your customer's business needs and understanding how Airtable plugs into the bigger picture for them.
  • You are passionate about our overall mission and how customers can use Airtable.

Given that Airtable is an international organization with offices and employees around the globe, the role may involve after hours contact from time to time

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. We take great pride in holding everyone accountable for treating each other with dignity and respect.

Airtable is committed to working with and providing reasonable accommodation to individuals with disabilities. If you have a medical condition or disability which inhibits your ability to complete any part of the application process, please complete our Accommodations Request Form and let us know how we may assist you.

Please see our Privacy Notice for details regarding Airtable’s collection and use of personal information relating to the application and recruitment process by clicking here.