Account Executive - Mid Market
Owns full-cycle sales targeting mid-market construction companies, managing territory strategy, pipeline building, discovery through close, and multi-stakeholder negotiations. Requires 3-5 years SaaS closing experience and consultative selling skills.
About the job
Responsibilities
- Develop and execute a territory plan: Work hand-in-hand with your BDR(s) to identify and prioritize mid-market builders in your assigned territory, leverage social proof, and build a high-quality pipeline of net-new opportunities.
- Run full-cycle sales: Own discovery, demos, proposals, and negotiation through to signed contract — navigating multi-stakeholder buying groups including operations, finance, and executive leadership.
- Lead strategic deal execution: Conduct deep discovery to uncover operational inefficiencies and business pain, deliver tailored presentations and proposals aligned to each customer's workflows and scale, and drive deals to close with urgency and precision.
- Manage your pipeline with rigor: Maintain disciplined pipeline coverage, accurate forecasting, and proactive deal inspection to move opportunities through the funnel.
- Collaborate across teams: Partner with Marketing, Product, and Customer Success to bring customer feedback and insights back to the business, and support smooth handoffs through implementation.
- Represent Adaptive: Position Adaptive as the trusted financial operations platform for mid-market builders.
Requirements
- 3–5 years of full-cycle SaaS closing experience, with a track record selling into mid-market accounts
- Proven ability to consistently meet or exceed quota managing complex, multi-stakeholder deals with longer sales cycles
- Strong discovery and consultative selling skills — you can quickly uncover pain points, build a business case, and create urgency with economic buyers
- Experience navigating multi-stakeholder buying processes and engaging at the executive level
- Comfortable building and managing a strategic pipeline in a defined territory with a balance of inbound and outbound motion
- Highly motivated self-starter who thrives with autonomy and ownership
- Familiarity with construction, fintech, or ERP software is a plus, but not required
Compensation & Benefits
- Competitive salary plus meaningful equity
- Comprehensive health, dental, and vision insurance
- 401(k) match and flexible PTO policy
Skills
SaaS Sales, Full-Cycle Sales, Consultative Selling, Pipeline Management, Territory Planning, Sales Forecasting, Multi-Stakeholder Deals, Discovery Calls, Demo Presentations, Contract Negotiation
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