Mid-Market Account Executive
Own the full sales cycle for mid-market B2B SaaS opportunities, building pipeline and selling AI and open-source data science solutions to technical and business stakeholders. Requires 3+ years of SaaS sales experience, technical buyer fluency, and strong outbound pipeline creation.
About the job
Responsibilities
- Build and manage a pipeline of net-new mid-market opportunities across a territory using warm leads and proactive outbound.
- Lead discovery conversations that translate technical capabilities into business outcomes such as productivity gains, cost reduction, and risk mitigation.
- Navigate buying committees involving developers, platform teams, security, and procurement.
- Use AI tools for account planning, outreach, call summaries, and Salesforce pipeline reviews.
- Coordinate with Sales Engineering on proofs of concept and demos.
- Own the full sales cycle from initial conversation through close, including forecasting and deal progression.
- Partner with Customer Success and Product on expansion opportunities and post-sale handoffs.
Requirements
- 3+ years of B2B SaaS sales experience with demonstrated success closing mid-market deals.
- Experience selling to technical buyers, including developers, data engineers, and platform teams.
- Ability to navigate complex buying processes and multiple organizational stakeholders.
- Regular use of AI tools for account research, outreach personalization, and deal preparation.
- Working knowledge of software development lifecycles, cloud infrastructure, and open-source ecosystems.
- Strong pipeline creation skills and the ability to work proactively with ambiguity.
- Ability to work in the Pacific or Mountain time zone.
Nice to Have
- Experience selling developer tools, data platforms, AI infrastructure, or open-source-adjacent products.
- Experience with structured AI workflows for territory management.
- Familiarity with Granola or Zoom AI for extracting next steps and CRM updates.
- Experience in a high-growth startup or scaling environment.
- Success with land-and-expand strategies.
- Familiarity with MEDDPICC or Challenger sales frameworks.
- Consistent quota attainment or overachievement.
- Credibility with engineering teams based on technical knowledge and curiosity.
Compensation and Benefits
- Base salary: $100,000-$130,000, plus variable commission, equity, and benefits.
- Flexible vacation policy.
- Medical, dental, and vision insurance.
- Short- and long-term disability coverage.
- Paid parental leave.
- Monthly wellness stipend.
- Employee assistance program and mental health resources.
- Fully remote setup with flexible hours.
Skills
B2B SaaS, AI Tools, Salesforce, Cloud Infrastructure, Open Source, MEDDPICC, Challenger, Account Planning, Pipeline Management, Sales Engineering
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