Account Executive, Mid Market

Responsibilities

• Drive revenue for Zapier, owning the entire sales cycle through close.
• Hunt and build pipeline to quota attainment using inbound and outbound sources.
• Deeply understand customers to uncover needs and pain points.
• Own the full sales cycle from Lead -> Close -> Expansion to maximize deal value.
• Navigate complex multi-party sales and win trust through consultative sales conversations with executives.
• Own sales activity and monthly revenue forecasting in Hubspot/Gong.
• Provide recommendations to product teams to influence Enterprise roadmap.

Requirements

• 1–3+ years of quota-carrying SaaS sales experience with strong track record of meeting or exceeding quota in SMB and Mid-Market segments.
• Experience closing software deals, preferably $50K+ ACV opportunities, and sourcing pipeline through proactive outbound outreach.
• Proven ability to operate in high-velocity inbound environments and strategic, multi-stakeholder Mid-Market sales cycles.
• Demonstrated success with land-and-expand motions, from initial deal through expansion growth.
• Comfortable engaging multiple personas, including business users, technical stakeholders, and C-suite executives.
• Self-motivated, adaptable, able to thrive in fast-paced or ambiguous environments, with hunger to hunt new business and grow accounts.
• Hands-on experience leveraging AI beyond basic LLM chat usage, including applying AI tools in sales process and strong understanding of use cases.
• Use AI in work today as part of high-level operations, with examples of workflows built, evolution through iteration, and impact on quality, efficiency, and experience.