Sales Manager, Strategic Accounts

The shape of it

In the posting’s own words

We’re builders at heart, and we’re looking for builders who want to expand what’s possible in Airtable and what the world can build with it.

What it asks for · 6

• You bring 8+ years of quota-carrying sales experience in technology, ideally SaaS, with a strong track record of selling to and closing large enterprise accounts.
• You have people management experience and a track record of building and leading high-performing sales teams.
• You’re an exceptional coach. You can diagnose what’s holding a seller or deal back, give clear and actionable feedback, and adapt your approach to help different people perform at their best.
• You have strong commercial judgment. You know when to go deep on a deal, when to challenge your team’s thinking, and when to bring in the right stakeholders to change the trajectory of an opportunity.
• You combine strategic thinking with operational rigor. You can see the bigger picture while staying close to pipeline, forecasting, account strategy, and the details that ultimately drive performance.
• You’re a strong communicator and relationship builder. You can earn credibility with senior customer executives, create alignment across internal teams, and communicate clearly when priorities or perspectives differ.

What the job covers

• Own your team’s revenue performance, setting ambitious goals and creating the focus, accountability, and operating rhythm needed to deliver against them.
• Build and develop an exceptional team of Strategic Account Executives through thoughtful hiring, hands-on coaching, and regular, actionable feedback.
• Stay close to your most important accounts and opportunities, helping shape deal and account strategy and building trusted relationships with senior customer executives.
• Own forecasting and planning for your business, bringing rigor to pipeline management and using data and judgment to identify where your team needs to focus.
• Partner across Sales, Customer Success, Solution Engineering, Product, and other teams to remove barriers, surface customer needs, and improve how we serve and sell to our largest customers.
• Help shape the way the Strategic Sales organization operates, identifying opportunities to improve the structures, processes, and ways of working that enable the team to scale.

Tools and skills named

Words the posting leans on

• account8×
• customer8×
• sales5×
• build4×
• building4×
• deal4×
• experience4×
• organizations4×
• strategic4×
• way4×
• builders3×
• business3×
• customer executives3×
• exceptional3×
• important3×
• judgment3×

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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