Strategic Account Executive, AI Native

<div class="content-intro"><p>Airtable is the no-code app platform that empowers people closest to the work to accelerate their most critical business processes. More than 500,000 organizations, including 80% of the Fortune 100, rely on Airtable to transform how work gets done.</p></div><p>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.</p> <h1><strong>What you'll do</strong></h1> <ul class="mb1"> <li>Own and execute the full sales cycle for a hand-selected portfolio of AI companies, from prospecting to close</li> <li>Develop and implement account strategies to identify, engage, and build relationships with key decision-makers and stakeholders</li> <li>Generate pipeline through disciplined outbound efforts and creative account entry strategies</li> <li>Lead complex, multi-stakeholder sales processes, navigating long sales cycles and buying committees</li> <li>Drive net new logo acquisition and expand Airtable’s footprint within large, complex organizations</li> <li>Collaborate cross-functionally with Sales Ops, Product, and Customer Success to deliver tailored solutions</li> <li>Accurately forecast and manage territory performance, focusing on 6-figure+ ACV and ARR deals</li> </ul> <h1><strong>Who you are</strong></h1> <ul class="mb1"> <li>7–10+ years of experience closing complex enterprise SaaS deals, ideally with low-code/no-code or workflow solutions</li> <li>Proven track record of net new logo acquisition in multi-stakeholder, greenfield environments</li> <li>Demonstrated ability to prospect, break into new accounts, and build relationships with executive and technical buyers</li> <li>Deep fluency in AI concepts, trends, and the enterprise AI landscape; able to credibly engage with data leaders and C-suite stakeholders</li> <li>Experience selling into AI-native or AI-first companies, or into enterprises undergoing significant AI transformation</li> <li>Skilled in MEDDIC sales methodology and comfortable operating in ambiguity with limited playbook or precedent</li> <li>Exceptional executive presence, communication, and consultative sales skills</li> <li>High proficiency in territory analysis, forecasting, and delivering against ambitious targets</li> </ul> <p><span style="font-weight: 400;&quo