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Full-cycle, quota-carrying Account Executive responsible for prospecting, qualifying, and closing net-new enterprise customers for Advanced Data Solutions. Build and maintain pipeline, lead discovery to create ROI-driven use cases, negotiate commercial terms, demo product, maintain CRM and forecasts, and ensure smooth handoffs to Customer Success.
About AirDNA
We built AirDNA to solve a problem: how do you make smart short-term rental decisions when there’s too much guesswork and not enough good data? What started in a garage in California in 2015 is now a global team helping thousands of people — from aspiring hosts to major real estate firms — make confident choices about where to invest, what to charge, and how to grow. Our mission is simple: give people the tools they need to build freedom through short-term rentals. Whether that means buying their first Airbnb or scaling a portfolio, we’re here to help unlock financial independence and growth. We track 10M+ listings in 120,000 markets, and our platform is trusted by users in over 100 countries. It’s big data, made useful.
The AirDNA team
We’re a curious, driven, and kind group of humans who genuinely love what we do. Our values — Happy, Hungry, Honest — guide how we show up for our customers and for each other. You’ll get a feel once you meet us.
We welcome applicants from all backgrounds and encourage you to apply even if you don’t check every box. Passion, potential, and perspective matter here.
ABOUT THE ROLE
We are seeking a driven Account Executive (ADS New Business) to drive new customer acquisition for AirDNA's Advanced Data Solutions segment, excluding Property Managers. This is a full-cycle, quota-carrying sales role suited to a mid-level Account Executive with a proven track record of closing net-new business. You will own the sales cycle from prospecting through close, translating customer needs into clear, defensible data use cases, and building a pipeline of high-quality, renewable revenue.
Here's how you’ll make an impact:
- Consistently close new business deals against an assigned monthly and annual revenue target
- Build and maintain at least 2x weighted pipeline coverage (minimum $200K in open pipeline per month)
- Prioritize pipeline development within qualified ADS ideal customer profiles (ICPs) with clear, defensible use cases
- Proactively prospect and outbound into strategic accounts when pipeline coverage or quality is at risk
- Lead structured discovery conversations that uncover real business drivers and pain points
- Identify a clear, primary use case for each opportunity and translate it into a quantified, ROI-driven business case
- Exercise sound judgment on deal structure, balancing customer value with scalability, and escalate complex or non-standard deals to leadership
- Negotiate commercial terms to reach win-win outcomes without over-reliance on discounting
- Develop and maintain working knowledge of AirDNA's ADS products, use cases, and buyer personas
- Stay current on trends affecting short-term rental (STR) and hospitality data buyers
- Confidently demo relevant solutions tied to specific customer use cases and articulate AirDNA's value versus alternatives
- Maintain accurate, up-to-date CRM records, including deal stage, close date, next steps, decision makers, primary use case, and MEDDPICC where applicable
- Submit timely, accurate weekly and monthly sales forecasts, maintaining at least 90% accuracy on committed deals
- Run structured, well-prepared sales calls and demonstrate strong qualification/disqualification discipline
- Ensure a clean, well-documented handoff to Account Management/Customer Success upon close
- Communicate openly and honestly with your manager on performance, risks, and pipeline gaps
- Contribute to a positive, high-energy team culture rooted in AirDNA's values of Happy, Hungry, and Honest
- Stay coachable, seek and apply feedback, and support the development of newer teammates as you grow into the role
Pipeline Generation & Revenue Attainment
Discovery & Deal Execution
Product & Industry Expertise
Operational Excellence
Collaboration & Culture
Who you are
- Strategic, highly accountable, and driven by unquestionable integrity
- Thoughtful but decisive, and able to consistently meet deadlines
- Team-oriented, with a growth mindset and genuine coachability
- Detail-oriented, commercially minded, and an active listener
- A quick learner who is organized, self-motivated, and able to prioritize your own work
- Self-aware, professionally mature, and empathetic in how you communicate and receive feedback
Here's what you'll need to be successful:
- 2–4 years of full-cycle, quota-carrying sales experience (SaaS or B2B preferred),
- A track record of building pipeline and closing net-new business against a revenue target
- Strong discovery and needs-analysis skills, with the ability to build a tangible, quantified business case for prospects
- Comfort negotiating commercial terms to reach a win-win outcome without excessive discounting
- Working knowledge of CRM tools and sales qualification methodologies (e.g., MEDDPICC or similar) preferred
- Strong written and verbal communication skills, with the ability to explain complex ideas clearly
- Comfort with direct, constructive feedback conversation
Here's what you can expect from us:
- Indefinite contract
- 36 holidays per year
- 62 days to work from anywhere!
- Continuing education stipend
- 150 EUR to spend with Cobee card available monthly for public transport, daycare, pension plan, restaurants and health insurance
- Health insurance with AXA (Vision + Dental included)
- Language lessons with Preply (French-Italian-Spanish-Catalan)
- Individual growth plan to progress in the role
- Standard working hours from 11 am to 7 pm
- A fun and sunny office with big terraces
- Talented international team and a vibrant work environment
- Team building events
- Dog friendly office!
Compensation: €100,000- €110,000 , OTE
At AirDNA, we believe that a diverse team is a key part of building a great company. If you want to work with us, we want to hear from you. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
AirDNA seeks to attract the best-qualified candidates who support the mission, vision and values of the company and those who respect and promote excellence through diversity. We are committed to providing equal employment opportunities (EEO) to all employees and applicants without regard to race, color, creed, religion, sex, age, national origin, citizenship, sexual orientation, gender identity and expression, physical or mental disability, marital, familial or parental status, genetic information, military status, veteran status or any other legally protected classification. The company complies with all applicable state and local laws governing nondiscrimination in employment and prohibits unlawful harassment based on any of the aforementioned protected classes at every location in which the company operates. This applies to all terms, conditions and privileges of employment including but not limited to: hiring, assessments, probation, placement, benefits, promotion, demotion, termination, layoff, recall, transfer, leave of absence, compensation, training and development, social and recreational programs, education assistance and retirement.
We are committed to making our application process and workplace accessible for individuals with disabilities. Upon request, AirDNA will reasonably accommodate applicants so they can participate in the application process unless doing so would create an undue hardship to AirDNA or a threat to these individuals, others in the workplace or the company as a whole. To request accommodation, please email [email protected]. Please allow for 24 hours to process your request.
By applying for the above position, you will confirm that you have reviewed and agreed to our Data Privacy Notice for Applicants.
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