Mid Market Account Executive

Airbyte is the data and action layer for AI agents. We give agents fast, accurate, authenticated access to business data across hundreds of sources, so they can discover the entities that matter, reason over real-time context, and take action in the systems they read from, not just observe them. We started as the open-source standard for data movement and proved the economics of data integration at scale: hundreds of connectors, thousands of companies, and, since 2020, have raised $181M from leading investors including Benchmark, Accel, Altimeter, Coatue, and Y Combinator. As our CEO Michel Tricot puts it, "the last ten years were all about structured data. The future is all about context." We're now building that context infrastructure for production-grade agents on the same open foundation, as agents become the primary consumers of enterprise data. Our mission is unchanged: make data available and actionable to everyone, everywhere. That everyone now includes AI agents. THE ROLE: Airbyte is seeking an experienced Mid-Market Account Executive to join our growing sales organization. In this role, you will own a defined portfolio of accounts and be responsible for generating, progressing, and closing new business across Airbyte’s product offerings. You will work a mix of qualified inbound opportunities and strategically selected target accounts while building relationships and creating demand across your territory. You will primarily engage with data, engineering, and technology organizations, working with stakeholders ranging from data engineers and developers to Heads of Data, Engineering leaders, CTOs, and CIOs. A successful candidate will be comfortable managing multiple sales cycles, learning complex technical concepts, and connecting customer challenges to clear business outcomes. A foundational understanding of cloud infrastructure, the modern data stack, APIs, data integration, and database replication is strongly preferred. Candidates with a demonstrated ability to quickly develop technical and industry knowledge will also be considered. This is a new-business-focused role with meaningful expansion potential. Success will be driven by landing new customers, establishing Airbyte within an initial use case, and identifying opportunities to expand adoption across additional teams and workloads. You will join a growing sales organization with a strong product-led motion, a highly technical customer base, and a significant market opportunity. WHAT YOU’LL DO: - Own the full sales cycle, from prospecting and discovery through technical evaluation, proposal, negotiation, procurement, and closed-won. - Build and maintain a healthy pipeline through a combination of qualified inbound opportunities, targeted outbound prospecting, partner engagement, and strategic account development. - Manage multiple concurrent opportunities while maintaining clear priorities, strong deal progression, and consistent follow-through. - Develop trusted relationships across technical, business, and executive stakeholders. - Lead effective discovery to uncover customer challenges, business priorities, technical requirements, and decision criteria. - Apply value-selling principles and Airbyte’s sales methodology, including Command of the Message and MEDDPICC, to identify customer pain, quantify business impact, establish urgency, and maintain control of the sales process. - Build clear business cases that connect Airbyte’s technical capabilities to measurable customer outcomes. - Partner closely with Solutions Engineering to scope, manage, and successfully complete technical evaluations and proofs of value. - Navigate security, legal, procurement, and commercial processes. - Identify opportunities to expand Airbyte from an initial use case into broader adoption across the customer organization. - Maintain accurate opportunity, pipeline, MEDDPICC, and forecast information. - Maintain sufficient pipeline coverage to support consistent achievement of qua…