Mid-Market Account Executive -East
Own the full sales cycle for mid-market customers adopting governed AI and data science solutions, from pipeline generation through close and expansion. Requires 3+ years of B2B SaaS sales experience, technical-buyer fluency, strong prospecting skills, and regular use of AI sales tools.
About the job
Responsibilities
- Build and manage a pipeline of net-new mid-market opportunities through warm leads and proactive outbound prospecting.
- Lead discovery conversations that uncover productivity, cost, and risk-reduction opportunities and translate technical capabilities into business outcomes.
- Navigate buying committees involving developers, data teams, platform engineering, security, and procurement.
- Use AI tools for account planning, personalized outreach, call summaries, and Salesforce pipeline analysis.
- Coordinate with Sales Engineering on proofs of concept and demos.
- Own opportunities from initial conversation through close, maintaining accurate forecasts 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 a record of closing mid-market deals.
- Experience selling to technical buyers, including developers, data engineers, and platform teams.
- Ability to navigate complex buying processes and communicate with multiple stakeholders.
- Regular use of AI tools for account research, outreach personalization, and deal preparation.
- Working knowledge of software development life cycles, cloud infrastructure, and open-source ecosystems.
- Strong pipeline-generation skills and comfort working independently in ambiguous environments.
- Ability to work in the Eastern Time Zone.
Nice-to-haves
- Experience selling developer tools, data platforms, AI infrastructure, or open-source products.
- Experience with structured AI workflows for territory management, including Claude Projects and reusable prompt templates.
- Familiarity with Granola or Zoom AI for extracting call follow-ups 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.
- Ability to build credibility with engineering teams through technical knowledge and curiosity.
Compensation and Benefits
- US 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.
Skills
B2B SaaS, AI Tools, Salesforce, Cloud Infrastructure, Open-Source Software, MEDDPICC, Challenger Sales, Sales Engineering, Pipeline Management, Account Planning
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