Why This Job is Featured on The SaaS Jobs
### Why this Role is Featured on The SaaS Jobs
This Strategic Account Executive, AI Specialist role sits at the intersection of two active SaaS currents: enterprise platform adoption and AI-led transformation. The remit centers on selling a workflow and low code style product into AI companies and complex enterprises, where buying decisions are rarely single-threaded and value must be proven across multiple stakeholders.
For a SaaS sales professional, the career signal here is depth rather than volume. Running full-cycle, net-new enterprise motions and owning six-figure ACV outcomes builds durable skills in discovery, qualification discipline, and consensus selling. The emphasis on forecasting, territory management, and cross-functional collaboration reflects the operating cadence of mature SaaS revenue organizations, while the AI specialization adds domain fluency that increasingly shapes enterprise software budgets and evaluation criteria.
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, AI Specialist, and play a pivotal role in shaping the future of enterprise AI adoption. This is a unique opportunity to drive growth by partnering with the most innovative AI companies, leveraging Airtable’s powerful platform to solve complex business challenges. You’ll be at the forefront of a new segment, building relationships with key stakeholders, and closing high-impact deals that transform how organizations operate.
What you'll do
- Own and execute the full sales cycle for a hand-selected portfolio of AI companies, from prospecting to close
- Develop and implement account strategies to identify, engage, and build relationships with key decision-makers and stakeholders
- Generate pipeline through disciplined outbound efforts and creative account entry strategies
- Lead complex, multi-stakeholder sales processes, navigating long sales cycles and buying committees
- Drive net new logo acquisition and expand Airtable’s footprint within large, complex organizations
- Collaborate cross-functionally with Sales Ops, Product, and Customer Success to deliver tailored solutions
- Accurately forecast and manage territory performance, focusing on 6-figure+ ACV and ARR deals
Who you are
- 7–10+ years of experience closing complex enterprise SaaS deals, ideally with low-code/no-code or workflow solutions
- Proven track record of net new logo acquisition in multi-stakeholder, greenfield environments
- Demonstrated ability to prospect, break into new accounts, and build relationships with executive and technical buyers
- Deep fluency in AI concepts, trends, and the enterprise AI landscape; able to credibly engage with data leaders and C-suite stakeholders
- Experience selling into AI-native or AI-first companies, or into enterprises undergoing significant AI transformation
- Skilled in MEDDIC sales methodology and comfortable operating in ambiguity with limited playbook or precedent
- Exceptional executive presence, communication, and consultative sales skills
- High proficiency in territory analysis, forecasting, and delivering against ambitious targets
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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