Enterprise Account Executive

About the Role

You will be a net-new logo hunter responsible for landing high-value enterprise accounts across retail, travel & hospitality, media & entertainment, and finance & insurance. Your mission is to build deep, multi-threaded relationships, craft compelling business cases, and land and close deals in the $150K to $200K ARR range. You will consult with prospects on how to lead with mobile and win across every channel, showing them what's possible with Airship's AI-powered, mobile-first customer experience platform. Airship's customers see real, measurable results: 35% growth in mobile wallet adoption, 30x higher response rates, and 6.5x lifts in registration. You'll bring those stories to every conversation.

This is a role for someone who thrives in longer sales cycles, builds trust across multiple stakeholders, and lands deals with Year 2 expansion already in mind. You will be supported by a dedicated BDR team and Solutions Consultants to help you prospect, build pipeline, and bring deals across the finish line.

What You'll Do*

• Own the full sales cycle for net-new enterprise accounts, from prospecting through close, across geographic, vertical, and named-account territories.
• Build multi-threaded relationships across marketing, product, and digital teams at target accounts. Establish champions, executive sponsors, and secondary contacts to keep deals moving through procurement cycles.
• Engineer business cases that translate mobile engagement metrics (DAU, activation rate, retention, LTV) into financial outcomes that resonate with CFOs and VPs.
• Lead consultative discovery by diagnosing where a prospect's app experience is underperforming before walking into a demo. Start with "what does success look like for your mobile program?" and show how Airship's no-code platform lets their team build, test, and deploy experiences in minutes.
• Collaborate closely with BDRs and Solutions Consultants, providing clear ICP guidance, messaging direction, and feedback loops to maximize pipeline generation.
• Set up accounts for long-term growth by establishing usage metrics and success benchmarks at close that create natural expansion conversations. Partner with the Customer Success team on strategic handoffs.
• Use AI tools for prospecting, pipeline management, and account research to work smarter and stay ahead of the market.
• Articulate the value of Airship's AI agents, including how they accelerate campaign creation, generate strategy recommendations, and build no-code app and web experiences, to both technical and non-technical buyers.
• Stay sharp on the competitive landscape and develop vertical fluency in at least one target industry so you can benchmark prospects against industry norms from the first conversation.

Duties and responsibilities described are not a comprehensive list and additional tasks may be assigned from time to time; or the scope of the job may change as necessitated by business demands. Responsibilities may be amended at any time at the sole discretion of the Employer.

What We're Looking For

• 4+ years of enterprise SaaS sales experience with demonstrated closes in the $100K to $250K ARR range.
• A proven track record of building pipeline from scratch and closing net-new logo deals. You have carried and hit new business quota, not just expanded existing accounts.
• Experience managing mixed territories (geographic, vertical, and named accounts) and the ability to segment and prioritize independently.
• Strong business case and ROI storytelling skills. You can partner with Solutions Consultants and Customer Success Managers to build value and financial narratives, not just feature-benefit slides.
• A consultative, diagnostics-first selling style. You ask the right questions before pitching.
• Comfort with longer, complex sales cycles that require patience, persistence, and relationship depth.

We'd Be Delighted If You Also Have

• Experience selling in MarTech, mobile, CRM, or customer engagement platforms.
• Familiarity with the mobile or app ecosystem, including push notifications, in-app messaging, and mobile lifecycle engagement.
• Prior experience in one or more of our target verticals: retail, travel & hospitality, media & entertainment, or finance & insurance.
• Cross-sell or account management exposure, with an understanding of post-sale motions, expansion signals, and what a great customer handoff looks like.

Work Location & Travel Requirements

Airship’s ‘Digital First’ approach to work means that for the majority of our roles, work can be performed remotely, either some or most of the time. Airship believes that flexible work contributes to a more productive and more equitable work environment, and that Airshippers are able to collaborate, innovate, and support one another across different locations and timezones.

Some roles may require that employees perform their work from a specific location to support business activities, and/or be within proximity to an Airship office location or customer or partner locations, while other roles can be performed 100% remotely.

This position is fully remote and may require up to 15% travel based on business needs or as requested by your manager.

Compensation

The starting On-Target Earnings (OTE) range for this position is $280,000 to $320,000 USD per year, reflecting a 50/50 base salary and variable compensation structure. This is a good faith estimate of the compensation we reasonably expect to pay for this position upon hire. Actual starting pay may vary based on factors such as relevant skills, work experience, market demands, and location. All offers include stock options so employees have the opportunity to benefit from Airship’s success.

Benefits & Perks

• Competitive medical, dental, and vision insurance options for you and your dependents
• Flexible time off, company paid holidays, paid parental leave, and paid volunteer time off
• Support for your overall wellbeing with mental health and wellness resources
• Employer-subsidized life insurance as well as short-term and long-term disability
• A digital-first work environment and a monthly stipend to support remote work
• Mentorship and growth opportunities to build skills and accelerate professional development
• And more!

We use artificial intelligence tools in our recruitment process as decision-support tools only. Airship's People Operations team reviews all AI-generated scores and recommendations before making any hiring determination. No applicant is rejected solely on the basis of an AI-generated output. Depending on your location, you may have the right to request human review of any AI-assisted employment decision or to opt out of AI evaluation. To make a request or learn more about how we use AI in hiring, contact privacy@airship.com or visit airship.com/legal.

California residents can view the CCPA disclosure notice here.

**Please Note: To ensure the security of your personal information, Airship will only contact candidates through email addresses ending with “@airship.com”.