Why This Job is Featured on The SaaS Jobs
This Senior Mid Market Account Executive role sits at the intersection of two current SaaS currents: AI-native buyers and workflow platforms that often become operational infrastructure. Selling into AI companies typically means engaging teams that iterate quickly on product and tooling, while still requiring disciplined procurement thinking as they scale. The remit signals a market where differentiation comes from account strategy and credibility with technical and executive stakeholders, not just volume-led outreach.
For a SaaS sales career, the work builds durable enterprise selling mechanics: navigating buying committees, running longer cycles, and shaping solutions with internal partners across Product, Sales Ops, and Customer Success. The focus on six-figure ACV and ARR deals reinforces experience in forecasting, territory management, and repeatable pipeline creation, all of which translate across mid-market and enterprise GTM motions in subscription businesses.
This role is best suited to an AE who prefers owning outcomes end to end and is comfortable operating with partial precedent, where account entry and messaging require judgment. It will appeal to professionals who like consultative conversations with data leaders and C-suite sponsors, and who want their SaaS expertise to deepen in complex, multi-stakeholder environments rather than transactional sales cycles.
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
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
- 5-7+ years of experience closing complex 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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