Enterprise Sales Executive

4 weeks ago

Houston, Texas, United States Airtable Full time
About the Role

Airtable is seeking a highly skilled Enterprise Sales Executive to join our team. As an Account Executive focused on State and Local Government (SLG) customers, you will lead the charge in selling the value of our products and driving business outcomes.

As a trusted business advisor, you will help clients effectively leverage our product to drive maximum impact for their business. With a massive opportunity for an Account Executive to make an impact on large state, county, and municipal agencies, this role requires a strategic thinker who can identify, partner, and develop account plans for our SLG prospects.

Key Responsibilities:

  • Influence and drive the sales process while managing through multi-layer stakeholders in State and Local Government agencies.
  • Help us develop compelling product positioning and messaging specific to agencies' mission, competitive drivers, sales channels, and more.
  • 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 where Airtable can drive business transformation across different industries.
  • 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:

  • 7+ years of sales experience within Enterprise SaaS organization selling software solutions to multiple industries.
  • Experience dealing with systems integrators, resellers, distributors, and other partners to extend our reach in the local market.
  • 3+ years of working with State and Local government partners.
  • A robust professional network in the Public Sector (SLG) System Integration and Services Ecosystem.
  • Experience selling to central buying/IT teams and managing stakeholders in Procurement and Legal.
  • Strong prospecting, account planning, and experience selling to teams.
  • Owned complex deals with named accounts FTEs.
  • Thrives partnering with business leaders and executives, developing long-term relationships, and aligning key stakeholders company-wide at each stage of the sales lifecycle.
  • Strong communication and executive presence.
  • Comfortable presenting to a room, engaging, and influencing executive decision-makers.
  • Scrappy, resourceful, and a creative problem solver when discovering the business needs of your customer and understanding how Airtable plugs into the bigger picture for them.

Airtable is an equal opportunity employer and welcomes applications from diverse candidates. We strive to create a workplace where everyone has an equal opportunity to thrive. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any characteristic protected by applicable federal and state laws, regulations, and ordinances.

We are committed to providing reasonable accommodations to applicants with disabilities. If you have a medical condition, disability, or religious belief/practice which inhibits your ability to participate in any part of the application or interview process, please complete our Accommodations Request Form and let us know how we may assist you.

Our total compensation package includes the opportunity to receive benefits, restricted stock units, and may include incentive compensation. For all other work locations (including remote), the base salary range for this role is: $

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