Senior Mid Market Account Executive, AI Native

The shape of it

In the posting’s own words

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What it asks for · 8

• 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

What the job covers

• 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 organizations
• 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

Tools and skills named

Words the posting leans on

• sales6×
• account3×
• complex3×
• build relationships2×
• cycle2×
• deals2×
• engage2×
• enterprise2×
• executive2×
• experience2×
• logo acquisition2×
• multi-stakeholder2×
• net2×
• organizations2×
• processes2×
• solutions2×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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