Why This Job is Featured on The SaaS Jobs
This Account Executive role sits at a classic SaaS intersection: a horizontal platform applied to highly regulated, process-heavy SLED environments. Selling into education and state or local government tends to reward disciplined execution and domain fluency, since procurement cycles, stakeholder mapping, and compliance expectations shape how SaaS value is evaluated. The remit spans both net-new and renewals, signaling a revenue motion where expansion and retention are tightly linked.
For a SaaS sales career, the work builds transferable strength in managing a high-volume book while maintaining forecast accuracy and CRM rigor. The emphasis on repeatable process and low pipeline slippage aligns with how modern SaaS organizations scale go-to-market operations across segments. Experience navigating public sector buying also broadens future optionality into regulated verticals where deal mechanics differ from commercial mid-market.
The role best fits someone who prefers structured pipeline management, consistent activity, and clear operational standards over ad hoc selling. It will suit professionals who enjoy balancing relationship depth with throughput, and who want their selling craft to include renewal strategy alongside new logo acquisition in a remote, US-based territory context.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Join Airtable as a Mid Market Account Executive, SLED, and play a pivotal role in driving growth within the education and state/local government sectors. You'll own a high-volume book of business, managing both net-new and renewal revenue across a dynamic set of EDU and State/Local Government accounts. This is a unique opportunity to make a significant impact in the public sector, leveraging your sales expertise to help organizations transform their workflows with Airtable’s powerful platform.
What you'll do
- Manage and grow a large portfolio of education and SLED accounts, driving consistent net-new and renewal revenue
- Source, close, and renew deals with high activity-to-close conversion rates and disciplined pipeline management
- Maintain accurate forecasting, strong CRM hygiene, and low pipeline slippage across a fast-moving, high-volume book of business
- Prioritize accounts and opportunities efficiently to maximize ARR and quota attainment
- Execute repeatable sales processes while identifying opportunities for improvement
- Build strong relationships with public sector customers, understanding their unique needs and procurement cycles
Who you are
- 4–7 years of experience in a quota-carrying SaaS sales role, managing a large book of accounts with high deal velocity
- Demonstrated success in selling to education or public sector customers, with familiarity in procurement or budget cycles
- SLED-specific domain expertise and a passion for serving the public sector
- Exceptional personal organization, time management, and comfort with high-volume sales environments
- Strong written and verbal communication skills with reliable, fast follow-through
- Experience with workflow, no-code, or horizontal SaaS platforms is a plus
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.
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