Mid-Market Account Executive

Responsibilities

• Qualify and convert inbound leads while prospecting into ICP target accounts.
• Articulate and sell the value of platform subscriptions and usage-based pricing.
• Prepare for and run technical discovery sessions to surface core use cases and align pricing to third-party architectures (AWS, Azure, GCP).
• Customize and deliver demos with Solutions Engineering team; run proofs of concept.
• Own, build, and develop relationships with existing customers; uncover and develop new opportunities within the install base.
• Educate, evangelize, and guide customers through successful adoption; deliver feedback to Product and Engineering.
• Consistently hit revenue targets across net-new and expansion motions.
• Collaborate with manager, Sales Engineers, and cross-functional teams.

Strategic Thinking & Execution

• Design and execute account strategies balancing net-new acquisition with expansion.
• Identify and capitalize on usage-based pricing signals and third-party architecture fit.
• Adapt strategies as customer needs and market dynamics evolve.

Full-Cycle Sales Expertise

• Manage full sales cycle from inbound qualification and prospecting through close and expansion.
• Deep understanding of usage-based pricing models; manage discovery, demo, and POC stages.
• Sell to Engineering Leaders, Platform Teams, CTOs, CIOs, and technical decision-makers.

Customer-Centric Problem Solving

• Assess customer pain points and design tailored solutions including POCs.
• Build long-term relationships as a trusted advisor driving product adoption.
• Overcome obstacles to expand footprint within accounts.

Independent Decision Making

• Work autonomously with minimal supervision; own book of business for acquisition and expansion.
• Prioritize tasks and make quick decisions aligned with revenue goals.

Analytical Skills & Data-Driven Insights

• Understand third-party cloud architectures to position and price usage-based model.
• Evaluate account signals and customer data to prioritize opportunities.
• Maintain current data in SFDC, Aviso, and Outreach to track performance.

Negotiation & Deal Structuring

• Negotiate platform subscription agreements balancing customer and company needs.
• Create mutually beneficial agreements for long-term adoption and expansion.
• Handle objections and close deals in competitive market.

Communication & Influence

• Exhibit strong verbal and written communication to influence stakeholders.
• Present solutions and negotiate with technical decision-makers.
• Communicate complex usage-based pricing concepts concisely.

Collaboration & Team Leadership

• Collaborate with manager, Sales Engineering, Product, and Customer Success.
• Demonstrate leadership in managing internal resources.
• Motivate and influence cross-departmental team members.

Results-Driven Focus

• Focus on measurable outcomes across new-logo and expansion revenue.
• Accurately forecast sales targets weekly, monthly, and quarterly.
• Hold yourself accountable for hitting quota.

Qualifications

• 2+ years of full-cycle sales experience.
• Proven track record of hitting or exceeding quota.
• Exceptional written and spoken communicator.
• Highly organized and autonomous.
• Comfortable in a fast-moving organization.
• Entrepreneurial, self-motivated, intellectually curious, and ambitious.
• Enthusiastic about learning and growing.
• Knowledge or experience in the developer tool space a plus.
• Experience selling to mid-market companies a plus.

Compensation

Target pay ranges based on Geographic Zones for Level 3:

• Zone 1 (San Francisco/Bay Area, NYC Metropolitan Area, Boston, Seattle): $136,000 - $187,000
• Zone 2 (Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago): $122,000 - $168,000
• Zone 3 (All other US locations): $116,000 - $159,000

Exact compensation may vary based on skills, experience, and location. In addition to salary: Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits.