Account Executive, Mid Market

What You'll Do

• Develop, manage, and close a pipeline of qualified, often early-stage leads to achieve and exceed individual software quota targets.
• Own the full sales cycle—from initial outreach, qualification, discovery, demo, proposal, to negotiation and close—while consistently driving new ARR.
• Build deep account insights to identify pain points, goals, and expansion opportunities within existing customer organizations.
• Partner closely with Customer Success, Services, Sales Engineers, and Account Development teams to ensure value realization and to uncover additional revenue pathways.
• Meet regularly with customers and prospects, providing value at every interaction while managing both net-new and expansion motions.
• Drive and execute expansion discussions and agreements while maintaining high customer satisfaction.
• Maintain accurate account, opportunity, and forecast data within Salesforce and other internal forecasting tools.
• Quickly learn new products and clearly communicate differentiated value propositions to executives and key stakeholders.
• Develop strong, multi-threaded relationships with decision makers, influencers, and partners across assigned accounts.
• Understand and document customer goals, decision-making processes, budgets, and timelines to support both new business and expansion opportunities.

Your Background

• 4+ years of successful software sales experience with a focus on value-based solution selling of CRM, Sales Enablement, Marketing Automation, or similarly complex, long-cycle business solutions.
• Proven ability to generate pipeline through an omni-channel, multi-threaded approach and consistently exceed sales targets.
• Experience driving expansion conversations and demonstrated ability to grow underutilized customers.
• Strong customer-facing presence with the ability to negotiate effectively across Mid Market and Enterprise accounts.
• Skilled at mapping complex business requirements to product use cases and articulating clear value to prospects and customers.
• Strong understanding and experience leveraging MEDDPICC framework as a sales qualification tool to assess opportunities.
• Able to work independently and as part of a team in a fast-paced, rapidly changing environment with a strong sense of urgency.
• Excellent verbal, written, and presentation skills with the ability to lead compelling product and value discussions.
• Proficient with Salesforce and experienced using modern sales tools such as Clari, Gong, LinkedIn, Salesloft, or ZoomInfo.
• A positive growth mindset and desire to improve both organizational outcomes and those around you.