# Account Executive, Mid Market

**Company:** [Highspot](https://hotfix.jobs/companies/highspot)
**Location:** Remote
**Role:** Account Executive
**Experience:** 4+ years
**Skills:** Salesforce, Clari, Gong, LinkedIn, Salesloft, ZoomInfo, MEDDPICC, CRM, Sales Enablement, Marketing Automation
**Posted:** 2026-06-17

> Account Executive responsible for developing and closing mid-market sales opportunities, managing the full sales cycle, and exceeding ARR targets. Requires 4+ years of software sales experience and proficiency with Salesforce and sales tools.

## Job Description

## 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.

## Similar roles

- [Territory Account Executive, UWS](https://hotfix.jobs/jobs/249f6519-595c-4242-8a6b-d0516783e9cf) - Square - New York, NY - $35 – $64/hr
- [Strategic Account Executive](https://hotfix.jobs/jobs/61bd2878-bb3f-4459-bbf4-71c7046f782a) - ezCater - Remote - $120k – $150k/yr
- [Enterprise Account Executive, Privy](https://hotfix.jobs/jobs/c8a867d3-258c-41b3-93f1-1df58006f44f) - Stripe - New York, NY
- [GTM Account Executive](https://hotfix.jobs/jobs/57ac6d9a-3f50-4285-9df9-c3dba6728231) - ZoomInfo - Remote - $154k – $235k/yr
- [Enterprise Account Executive](https://hotfix.jobs/jobs/4639d749-adcd-4f6b-9170-624c4467b820) - Bestow - Remote - $119k – $140k/yr

**Apply:** https://hotfix.jobs/jobs/3c3b5d16-dcfc-4522-9ae2-9a61f93f58a1
**Canonical:** https://hotfix.jobs/jobs/3c3b5d16-dcfc-4522-9ae2-9a61f93f58a1