Why This Job is Featured on The SaaS Jobs
This Strategic Account Executive role stands out in the SaaS landscape because it sits at the intersection of horizontal platform software and a highly structured vertical, higher education. Owning a named set of top accounts signals a land and expand motion where adoption is driven across departments, not just within a single team, which is a common pattern for workflow and no code platforms.
From a SaaS career perspective, the work builds durable experience in enterprise account strategy: multi year relationship development, consensus based procurement, and repeatable go to market plays tailored to a regulated environment. The emphasis on disciplined qualification and forecasting aligns with how mature SaaS organizations manage revenue predictability, while hands on product fluency strengthens the ability to sell outcomes rather than features.
This position best fits a seller who prefers depth over breadth and is motivated by complex stakeholder mapping and executive level engagement. It will suit someone comfortable running structured sales processes, collaborating across internal functions, and translating platform capabilities into institution specific use cases. A background in enterprise SaaS and interest in education buying dynamics are strong indicators of fit.
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 Strategic Account Executive, Education, and play a pivotal role in shaping the future of how top educational institutions operate. You’ll own and execute strategic account plans for our top 20 education accounts, driving $1M+ in net-new and expansion ARR. This is a unique opportunity to establish Airtable as a long-term platform partner within leading institutions, leveraging your expertise to solve complex, high-value problems and drive transformative change across departments.
What you'll do
- Own and execute strategic account plans for Airtable’s top 20 education accounts, focusing on both net-new and expansion opportunities
- Drive significant annual expansion revenue through multi-threaded, cross-departmental deals
- Identify and operationalize 1–2 repeatable plays within the education market to accelerate adoption
- Build and maintain strong executive-level relationships, ensuring consistent engagement and alignment with institutional goals
- Expand product adoption across multiple departments within each institution
- Maintain strong pipeline coverage and forecast accuracy across named accounts
- Run disciplined, MEDDIC-style sales processes, navigating complex, consensus-driven buying committees
- Serve as a consultative partner, leveraging storytelling and discovery skills to position Airtable as a platform solution
- Leverage Airtable-specific building experience and product knowledge to drive customer success
Who you are
- 7–10+ years of experience closing complex, enterprise SaaS deals, with a focus on higher education or similarly complex organizations
- Proven track record of expanding large, named accounts over long sales cycles
- Deep education domain expertise and a belief in solving high-value problems for institutions
- Experience selling workflow, no-code, or horizontal platforms, with familiarity in higher-ed operations (IT, PMO, registrar, academic affairs)
- Prior experience owning a small book of large, named accounts in a vertical-focused role
- Demonstrated executive presence and ability to navigate multi-stakeholder buying committees
- Strong strategic account planning, consultative discovery, and storytelling skills
- Existing relationships with key stakeholders in our top twenty named education accounts
- Hands-on experience building with Airtable and deep product knowledge
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.
VEVRAA-Federal Contractor
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.
#LI-Remote
