At Airtable, we’re on a mission to democratize software creation and empower teams to build workflows that work exactly the way they do. As part of that mission, we’re expanding our ESB (Emerging & Small Business) Sales team and looking for a driven, customer-centric Account Executive (AE) who thrives in a high-volume, fast-paced environment.
As an ESB Account Executive, you'll manage a large book of ~150 accounts, primarily working with organizations between 20 - 100 employees. You’ll be the face of Airtable for these growing businesses, including driving renewals, identifying and closing expansion opportunities, triaging all inbound interest from your assigned territory, and looking for opportunities to close new clients.
What you'll do
- Manage a high volume of install accounts (~150), with a mix of renewal, expansion, and net-new opportunity responsibilities.
- Proactively engage with existing customers to drive seamless and timely renewals. You'll be on top of every renewal motion, ensuring minimal churn and high retention.
- Identify and close expansion opportunities within your install base. You'll help customers discover more use cases and increase their Airtable footprint.
- Act quickly on inbound interest from prospective customers (20–100 FTE range), qualifying leads, and guiding them through their buying journey.
- Maintain high responsiveness and precise organization across your pipeline. You’ll work closely with sales operations, marketing, and customer success to execute with excellence.
- Use a strategic lens to prioritize and pursue high-potential accounts
Who you are
- ~1 year of proven closing experience in a SaaS environment, demonstrating a consistent track record of success.
- You’ve successfully owned a large book of business before, juggling multiple deals at different stages and closing efficiently.
- You thrive in a fast-paced, process-oriented environment and know how to manage details while keeping the big picture in mind.
- You’re passionate about helping customers succeed and can identify creative solutions that align with their goals.
- You’re clear, concise, and confident in your written and verbal communication.
- You love working with cross-functional teams and are comfortable pivoting when priorities shift.
- CRM hygiene, forecasting accuracy, and strong follow-through are in your DNA.
- Bonus Points If You Have:
- Experience selling to or managing SMB/ESB customer segments
- Familiarity with Airtable or low-code/no-code platforms
- Background in SaaS sales or customer lifecycle ownership (renewals + expansion)
Airtable is an equal opportunity employer. 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. 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. Learn more about your EEO rights as an applicant.
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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 Formand let us know how we may assist you. Airtable is committed to participating in the interactive process and providing reasonable accommodations to qualified applicants.
