Sales Manager, Strategic Accounts

Airtable

2d•$288,000 - $430,000•Remote

About The Position

Airtable helps organizations build the applications and workflows they need to run their most important business processes, without being constrained by off-the-shelf software. Its flexible platform combines a relational database, custom applications, automations, and AI, giving teams the building blocks to create solutions around the way they actually work. Just like Lego blocks, what our customers can build with Airtable is virtually limitless. That flexibility is why more than 500,000 organizations, including 80% of the Fortune 100, use Airtable to power critical work across their businesses. We’re builders at heart, and we’re looking for builders who want to expand what’s possible in Airtable and what the world can build with it. As a Sales Manager for Strategic Accounts, you’ll own the performance of a team selling into some of the world’s largest organizations. You’ll be responsible for delivering ambitious revenue goals, hiring and developing exceptional Account Executives, and getting directly involved in the accounts and deals where your judgment and experience can make a difference. If you’re excited by the challenge of building a high-performing team while staying close to the business, you’ll thrive here. You’ll be a trusted partner to senior customer executives, help your team navigate its most important opportunities, and work across Airtable to turn what you learn from customers into better ways of selling, operating, and ultimately serving them.

Requirements

8+ years of quota-carrying sales experience in technology, ideally SaaS, with a strong track record of selling to and closing large enterprise accounts.
People management experience and a track record of building and leading high-performing sales teams.
Exceptional coaching skills: ability to diagnose what’s holding a seller or deal back, give clear and actionable feedback, and adapt approach to help different people perform at their best.
Strong commercial judgment: knowing when to go deep on a deal, when to challenge team’s thinking, and when to bring in the right stakeholders to change the trajectory of an opportunity.
Ability to combine strategic thinking with operational rigor: seeing the bigger picture while staying close to pipeline, forecasting, account strategy, and the details that ultimately drive performance.
Strong communication and relationship-building skills: ability to earn credibility with senior customer executives, create alignment across internal teams, and communicate clearly when priorities or perspectives differ.

Responsibilities

Own your team’s revenue performance, setting ambitious goals and creating the focus, accountability, and operating rhythm needed to deliver against them.
Build and develop an exceptional team of Strategic Account Executives through thoughtful hiring, hands-on coaching, and regular, actionable feedback.
Stay close to your most important accounts and opportunities, helping shape deal and account strategy and building trusted relationships with senior customer executives.
Own forecasting and planning for your business, bringing rigor to pipeline management and using data and judgment to identify where your team needs to focus.
Partner across Sales, Customer Success, Solution Engineering, Product, and other teams to remove barriers, surface customer needs, and improve how we serve and sell to our largest customers.
Help shape the way the Strategic Sales organization operates, identifying opportunities to improve the structures, processes, and ways of working that enable the team to scale.