Airtable - Strategic Account Executive, Higher Education

Remote - USA$1.0M - $1.0M5mo ago

Remote Senior NA Software Higher Education Account Executive Airtable Storytelling Customer Success Dremio

Requirements

• 7–10+ years of experience closing complex, enterprise SaaS deals, with a focus on higher education or similarly complex organizations • Proven track record of expanding large, named accounts over long sales cycles • Deep education domain expertise and a belief in solving high-value problems for institutions • Experience selling workflow, no-code, or horizontal platforms, with familiarity in higher-ed operations (IT, PMO, registrar, academic affairs) • Prior experience owning a small book of large, named accounts in a vertical-focused role • Demonstrated executive presence and ability to navigate multi-stakeholder buying committees • Strong strategic account planning, consultative discovery, and storytelling skills • Existing relationships with key stakeholders in our top twenty named education accounts • Hands-on experience building with Airtable and deep product knowledge

Responsibilities

• Own and execute strategic account plans for Airtable’s top 20 education accounts, focusing on both net-new and expansion opportunities • Drive significant annual expansion revenue through multi-threaded, cross-departmental deals • Identify and operationalize 1–2 repeatable plays within the education market to accelerate adoption • Build and maintain strong executive-level relationships, ensuring consistent engagement and alignment with institutional goals • Expand product adoption across multiple departments within each institution • Maintain strong pipeline coverage and forecast accuracy across named accounts • Run disciplined, MEDDIC-style sales processes, navigating complex, consensus-driven buying committees • Serve as a consultative partner, leveraging storytelling and discovery skills to position Airtable as a platform solution • Leverage Airtable-specific building experience and product knowledge to drive customer success