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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in managing the full enterprise sales cycle, utilizing structured methodologies like MEDDPICC and Command of the Message to drive value-based selling. Proven ability to build relationships with technical and executive stakeholders while achieving sales targets in the SaaS and data technology sectors.
Highest-signal resume keywords
B2B Sales ExperienceEnterprise Sales MethodologiesPipeline ManagementValue-Based SellingData Infrastructure Experience
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Cycle ManagementValue Proposition DevelopmentNegotiation SkillsForecasting DisciplineTechnical Evaluation
Soft Skills
Communication SkillsCollaborationProactive AttitudeCuriosityAccountability
Tools & Technologies
SaaSCloud InfrastructureData IntegrationModern Data StackSolutions Engineering
Industry Keywords
Enterprise AccountsAccount DevelopmentTechnical RequirementsBusiness PrioritiesStakeholder Engagement
Tech Stack
Tools & technologiesCloud
About the role
Key responsibilities & impact- Own the full enterprise sales cycle, from account development and discovery through technical evaluation, proposal, negotiation, procurement, and closed-won
- Build and maintain pipeline through qualified inbound opportunities, targeted outbound prospecting, partner engagement, and strategic account development
- Develop trusted relationships across technical, business, and executive stakeholders within enterprise accounts
- Lead 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
- Build business cases connecting Airbyte’s technical capabilities to measurable customer outcomes
- Partner with Solutions Engineering on technical evaluations and proofs of value
- Navigate complex security, legal, procurement, and commercial processes
- Create account strategies supporting initial adoption and long-term expansion
- Maintain accurate opportunity, pipeline, MEDDPICC, and forecast information
- Achieve or exceed quarterly bookings targets
- Collaborate with Product, Marketing, Engineering, Customer Success, and other internal teams on market feedback, competitive intelligence, customer requirements, and product opportunities
Requirements
What you’ll need- 3-5+ years of B2B sales experience within SaaS, cloud infrastructure, developer tools, or data technology, including at least 1-2+ years selling into enterprise accounts
- Demonstrated history of meeting or exceeding quota in a new-business sales role
- Experience managing complex, multi-stakeholder enterprise sales cycles
- Experience using structured enterprise sales methodologies such as Command of the Message, MEDDPICC, and value-based selling
- Ability to uncover and quantify business pain, build compelling value propositions, establish urgency, and navigate enterprise decision-making processes
- Confidence engaging both technical practitioners and executive buyers
- Ability to translate complex technical capabilities into clear business value
- Strong prospecting, discovery, presentation, negotiation, and communication skills
- Excellent organization, pipeline management, and forecasting discipline
- Direct experience with data infrastructure, cloud platforms, data integration, or the modern data stack is strongly preferred
- Proactive, curious, accountable, and collaborative working style
- Ability to operate effectively in a fast-paced and evolving environment
- Remote in the U.S. (Central and Eastern timezone)
Benefits
Comp & perks- Flexible PTO with a culture that encourages at least 25 days off annually
- Public holidays in line with provincial employment standards
- Comprehensive health coverage – extended health benefits on top of provincial public healthcare
- Virtual healthcare – access to doctors and other care providers online
- Retirement savings – a group retirement savings plan
- Statutory protections – Canada/Québec Pension Plan, Employment Insurance and workers' compensation coverage
- Professional development budget
- Conference sponsorship
- Book reimbursement
- Equity
- Commission