Account Executive, Strategic (State and Local Government)

At Airtable we are passionate about how our product democratizes software creation and empowers anyone to “create anything.” As one of our first Account Executives focused on SLG customers in our Texas market, you will lead the charge, selling the value of our products and the business outcomes. Each client has unique needs and you’ll act as a trusted business advisor, helping them effectively leverage our product to drive maximum impact for their business.

Just like Lego blocks, what our customers can build with Airtable is virtually limitless. The opportunity for an Account Executive to make an impact on large state, county, and municipal agencies is massive. Do you thrive working closely with strategic accounts on their unique business needs? Are you looking for some truly fascinating work, where you'll work alongside a best-in-class team, harnessing the power of an extraordinary product, for a company with unlimited growth potential?

What you'll do

• Identify, partner, and develop account plans for our State and Local Government prospects, actively developing strategies that provide the best value to our customers. 
• Influence and drive the sales process while managing through multi-layer stakeholders in State and Local Government agencies.
• Help us develop compelling product positioning and messaging specific to agencies’ mission, competitive drivers, sales channels, and more 
• Source expansion opportunities in new departments while telling a compelling wall-to-wall (multi-use case) story to the CIO (and other relevant executives) as an account gains momentum.
• Own the full sales cycle from lead to close.
• Coordinate resources throughout the sales cycle, including legal, sales engineering, implementation specialists, and leadership.
• Educate and consult customers on the value of Airtable throughout the sales and adoption cycle.
• Model a wide range of use cases where Airtable can drive business transformation across different industries.
• Prioritize opportunities and manage a high volume of inbound and outbound email efficiently.
• Forecast performance against sales targets with a high degree of accuracy using a combination of bottoms-up deal-by-deal commits and top-down territory analysis.

Who you are

• 7+ years of sales experience within Enterprise SaaS organization selling software solutions to multiple industries.
• Experience dealing with systems integrators, resellers, distributors and other partners to extend our reach in the local market
• 3+ years of working with State and Local government partners 
• A robust professional network in the Public Sector (SLG) System Integration and Services Ecosystem.
• Track record of overachieving quota 
• Experience selling to central buying/IT teams and managing stakeholders in Procurement and Legal. I (?) also develop and deepen relationships with C-level, Exec, and VP stakeholders.
• Demonstrated ability to successfully and repeatedly close 6-figure ARR deals in a competitive market 
• You have strong prospecting, account planning, and experience selling to teams.
• You have owned complex deals with named accounts (3000+ FTEs). 
• You thrive partnering with business leaders and executives, developing long-term relationships, and aligning key stakeholders company-wide at each stage of the sales lifecycle.
• You are consultative and able to navigate the complexities and needs of clients across industries, size and lifecycles.
• Strong communication and executive presence. Very comfortable presenting to a room, engaging and influencing executive decision-makers.
• You are passionate about our overall mission and how customers can use Airtable.
• You execute with excellence and have a deep track record of creating significant revenue impact and deep relationships for your organization.
• You are scrappy, resourceful and a creative problem solver when discovering the business needs of your customer and understanding how Airtable plugs into the bigger picture for them.
• You embody a growth mindset and seek out opportunities to constantly learn and grow.

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 Form and 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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