Mid-Market Account Executive
Manages mid-market territory of ~100 accounts, owning full sales cycle from outbound prospecting to closure using land-and-expand strategy for Postman Enterprise Suite adoption. Requires 3-5 years SaaS sales experience hunting net new logos and selling technical/developer products.
About the job
What You'll Do
- Take ownership of the full sales cycle from prospecting to closure
- Build a strategic plan for your territory
- Create and manage sales sourced outbound opportunities
- Execute a land and expand sales strategy to drive widespread adoption and larger deployments
- Educate customers on the value of Postman throughout the evaluation and adoption cycle
- Navigate key decision makers to build Postman Enterprise awareness within organizations
- Leverage data to understand your customers and prospects to gain insight into their business challenges
- Provide recommendations based on customers' business needs and usage patterns
- Identify customer needs and collaborate with Postman teammates to ensure long term customer success
- Communicate and effectively organize topics appropriately including: billing, legal, security, onboarding, and technical inquiries
- Provide a detailed and accurate forecast
- Collaborate and work with Solutions Engineering, Customer Success Managers, Sales Development representatives, Leadership, etc. to build strategic adoption plans for customers in large accounts
- Be a great listener!
About You
- A top performer with 3-5 years experience hunting and closing net new logos
- Experienced with creatively sourcing pipeline outside of inbound lead flow
- Able to strategically map out and break into accounts
- Relevant sales experience in an Enterprise SaaS organization
- Experience selling developer and/or technical products
- Excellent communication skills both with customers and within an organization
- Proven negotiation and closing skills, as demonstrated by regularly exceeding sales targets while selling right-fit customers
- Strong track record of navigating organizations
- Ability to develop senior level relationships quickly and effectively
- Experience presenting to senior managers and the C-suite
- Ability to manage multiple opportunities simultaneously at various stages of the buying process
- Takes an active interest in increasing customer satisfaction and deepening customer relationships
Compensation
Reasonably estimated compensation range is $180,000 to $230,000 OTE, plus competitive equity package. Actual compensation based on candidate's skills, qualifications, and experience.
Skills
SaaS Sales, Land And Expand, Sales Forecasting, Pipeline Sourcing, Account Mapping, Negotiation, C-Suite Engagement, Salesforce, MEDDIC, Challenger Sale
Similar jobs
Account Executive jobs
Cape
Arlington, VA
Drive revenue growth by selling privacy and security solutions to the United States Navy. The role requires at least five years of customer-facing experience, defense or government-sector expertise, enterprise sales capability, active TS/SCI clearance, and willingness to travel extensively.
Docker
United StatesManages and expands Docker’s strategic enterprise accounts by developing growth plans, closing business, negotiating contracts, and building executive relationships. Requires 5+ years selling to complex F100 organizations and strong communication, negotiation, forecasting, and account-planning skills.
Vercel
San Francisco, CAOwn renewals, expansion, and revenue outcomes across a high-volume portfolio of existing commercial customers. The role suits an emerging seller with customer-facing or pipeline-generation experience who can learn technical products and manage full-cycle sales activity.
Brex
New York, NY
Drives revenue growth by expanding card spend and cross-selling financial software to existing mid-market clients while cultivating new opportunities. Requires at least three years of B2B SaaS or payments sales experience, closing expertise, and outbound prospecting skills.
OneSignal
San Mateo, CAThe Mid-Market Account Executive will source, manage, and close net-new and upsell revenue across North America, partnering with SDRs and engaging product leaders, marketers, and developers. The role requires at least four years of software sales experience and a demonstrated record of quota attainment.