Mid-Market Account Executive

Responsibilities

Territory Management

• Develop and maintain comprehensive territory and account plans
• Design and execute long-term strategies that drive business growth within a defined territory
• Identify and capitalize on market opportunities and align them with company objectives
• Adapt strategies as market dynamics evolve

Pipeline Generation & Revenue

• Secure consistent new opportunities through targeted outreach and account research
• Achieve quarterly revenue and new logo acquisition targets
• Generate pipeline through lead generation and opportunity identification

Customer Engagement

• Build strong relationships with champions and decision-makers
• Develop compelling business cases and tailored solutions
• Assess customer pain points and design solutions that create measurable value
• Act as a trusted advisor to solve business challenges

Collaboration

• Work with SDRs, SEs, and cross-functional teams (marketing, product, customer success)
• Ensure seamless execution and customer success
• Demonstrate leadership in managing internal resources

Negotiation & Deal Structuring

• Negotiate large-scale, complex contracts
• Create mutually beneficial agreements
• Handle objections and close deals in a competitive market

Analytical Skills

• Analyze market data, sales metrics, and customer insights
• Use CRM and sales tools to track and analyze performance
• Evaluate factors to identify trends and optimize sales efforts

Requirements

• 3-5+ years of sales experience with focus on net-new logo acquisition
• Proven success selling technical solutions to CIO/CTO-level personas in competitive or unbudgeted environments
• Strong track record of exceeding quotas and managing complex sales cycles
• Understanding of IT infrastructure and organizational structures
• Expertise in account planning, stakeholder mapping, and value articulation
• Proficiency in sales methodologies (discovery frameworks, cost justifications)
• Strong verbal and written communication skills with ability to influence C-suite executives
• Ability to work autonomously with minimal supervision

Nice-to-Haves

• Experience with enterprise sales cycle and multi-stage deals
• Skills in negotiation and deal structuring for high-value contracts