Account Executive, Strategic (State and Local Government)

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Requirements:

• 7+ years of sales experience within an Enterprise SaaS organization.
• Experience selling software solutions across multiple industries.
• 3+ years working with State and Local government partners.
• Extensive professional network in the Public Sector System Integration and Services Ecosystem.
• Track record of exceeding sales quotas.
• Experience in selling to central buying teams and managing stakeholders in Procurement and Legal.
• Proven ability to close 6-figure ARR deals competently.
• Strong prospecting and account planning skills.
• Experience handling complex deals with large named accounts (3000+ FTEs).
• Ability to foster long-term relationships with business leaders and executives.
• Strong consulting and navigational skills across various client complexities.
• Excellent communication skills and comfort in engaging with executive decision-makers.
• Passion for Airtable's mission and understanding its customer impact.
• Proven record of significant revenue impact and strong organizational relationships.
• Creative problem-solving capabilities in addressing customer needs.
• Growth mindset and continuous learning attitude.

Responsibilities:

• Identify, partner, and develop account plans for State and Local Government prospects.
• Drive the sales process managing multi-layer stakeholders in State and Local Government agencies.
• Develop compelling product positioning specific to agencies’ mission and sales channels.
• Source expansion opportunities while presenting multi-use case stories to executives.
• Own the full sales cycle from lead generation to closing.
• Coordinate resources throughout the sales process.
• Educate and consult customers on Airtable's value during the sales and adoption cycle.
• Model various use cases demonstrating Airtable's business transformation potential.
• Manage high volume of inbound and outbound communications efficiently.
• Accurately forecast sales performance.