Why This Job is Featured on The SaaS Jobs
This strategic account role sits at the intersection of enterprise buying cycles and a maturing EMEA go to market motion. With Airtable expanding its regional footprint since a 2022 launch, the position reflects a SaaS company moving from initial market entry to deeper penetration, where repeatable enterprise execution, stakeholder management, and clear qualification discipline become central to predictable revenue.
For a SaaS sales career, the remit offers exposure to the mechanics that tend to differentiate top enterprise performers: running an end to end cycle, aligning solutioning with a platform product, and coordinating internal specialists across sales engineering, services, legal, and customer success. The emphasis on structured methodologies such as MEDDICC and Command of the Message also signals an environment where deal inspection, forecasting rigor, and champion building are treated as craft, not just activity.
The role is best suited to someone who prefers complex, consultative conversations over transactional volume and who enjoys building pipeline as well as closing. It will appeal to professionals who are comfortable operating in French and English, and who want a seat close to how a SaaS platform expands from initial use cases into broader organizational adoption within large accounts.
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
Since our EMEA launch in 2022, Airtable has established a strong regional footprint. From our new EMEA headquarters at Borough Yards in London to our growing teams across France and Germany, we're bringing Airtable closer to our customers and deepening our commitment to their success.
As we continue to scale, we are highly invested in what matters most - our people. We believe great products are built by great people, which is why we're looking for exceptional talent to help shape the future of Airtable.
Each client has unique business needs and you will act as a trusted business advisor to understand their specific business pains and map them to Airtable solutions. You will work cross-functionally with our EMEA-based team of BDRs, Solutions Consulting, Services, Customer Success, Partnerships and Marketing to generate pipeline, map out solutions and ensure long-term success for new and existing customers.
What you'll do
- Own the full sales cycle for your book of business primary in France- prospect, develop, manage and close.
- Leverage MEDDICC and Command of the Message to effectively qualify deals, build champions and forecast accurately.
- Educate current and prospective customers on the value proposition of Airtable’s Connected Applications Platform.
- Partner with Customer Success Managers and other cross-functional teams our to grow and renew existing accounts.
- Build relationships with senior stakeholders across all industries.
- Coordinate resources throughout the sales cycle including legal, sales engineering, implementation specialists and sales leadership.
Who you are
- 5+ years of quota-carrying SaaS sales experience.
- 4+ years selling into the Enterprise segment.
- Bilingual: Fluent in both English and French.
- Strong track-record of overachieving quota throughout your current tenure & career.
- Passionate about generating your own pipeline opportunities and landing new logos.
- AI Fluency: You operate with AI as a core part of how you work.
- Closed and owned complex deals with named accounts (5000+ FTEs) .
- Experience expanding initial use-cases across other teams and organizations within existing customers.
- Comfortable managing and navigating a variety of high-level stakeholders with a track-record of building trusted relationships.
- Trained in MEDDICC and/or Command of the Message.
- Preferred to have: Examples of closing AI uses cases into production with customers.
What We Offer
We believe great work starts with feeling supported, that’s why we’ve built a benefits package designed to help you thrive both inside and outside of work.
- Compensation: Competitive €OTE (50 | 50 split) and RSU stocks
- Internet: €45 per month to cover your home internet costs.
- Health & Wellness: €185 per month Lifestyle Wallet to spend on your wellbeing, however works best for you.
- Home Office: €970 one-off allowance to set up your home workspace when you join.
- Parental Leave: A minimum of 16 weeks fully paid maternity or paternity leave, giving you the time and flexibility to focus on what matters most.
- Healthcare: Top-tier private health cover through Alan Health Insurance.
- Time Off: 25 days annual leave, plus RTT days.
At Airtable, 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. We strive for Airtable to be a pleasant and supportive place to work, and to attract and retain a diverse team of talented people. We take great pride in holding everyone accountable for treating each other with dignity and respect.
Airtable is committed to working with and providing reasonable accommodation to individuals with disabilities. If you have a medical condition or disability which inhibits your ability to complete any part of the application process, please complete our Accommodations Request Formand let us know how we may assist you.
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