Strategic Account Executive, Higher Education - Remote

Overview

Airtable is the no-code app platform that empowers people closest to the work to accelerate their most critical business processes. More than 500,000 organizations, including 80% of the Fortune 100, rely on Airtable to transform how work gets done.

In Short

• 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.

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.

Benefits

• Airtable is an equal opportunity employer. We embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive.
• Comprehensive benefits package, including health insurance and stock options.
• Opportunity for professional development and training.
• Work in a flexible and collaborative environment.
• Remote work options available.