Why This Job is Featured on The SaaS Jobs
Selling into SLED remains a distinct lane within SaaS because adoption is shaped as much by procurement and budget cycles as by product value. This role sits at that intersection, focused on education and state and local government accounts where repeatability and process discipline often determine outcomes. The remit spans both net new and renewals, which is particularly relevant in SaaS models that rely on expansion and retention as much as initial acquisition.
From a career standpoint, the position builds core SaaS commercial muscle in areas that transfer across many vendors: forecasting accuracy, CRM hygiene, pipeline integrity, and operating a high activity to close motion. Managing a large portfolio also develops judgment around prioritization and time allocation, skills that become more valuable as account books grow and stakeholders multiply. Exposure to a horizontal platform adds context for selling broad use cases rather than a single point solution.
This is best suited to sales professionals who prefer structured execution and measurable operating rhythms, and who enjoy running a high volume book without losing attention to detail. It will appeal to those looking to deepen public sector fluency while keeping their experience anchored in mainstream SaaS revenue practices.
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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