Mid Market Account Executive
Own the full sales cycle for mid-market B2B SaaS customers, from pipeline generation and discovery through negotiation and close. The role requires 3+ years of SaaS sales experience, quota achievement, consultative selling skills, and strong forecasting discipline.
About the job
Responsibilities
- Drive revenue by consistently exceeding quarterly sales quotas.
- Own the full sales cycle from prospecting and qualification through demonstrations, negotiation, and close.
- Build and maintain pipeline through outbound prospecting, BDR collaboration, and inbound leads.
- Conduct customer discovery using MEDDPPICC or similar methodologies.
- Identify, develop, and test champions within buying committees.
- Deliver tailored product demonstrations and communicate business value.
- Collaborate with Marketing, Product, Legal, Deal Desk, Customer Success, Support, and Sales Leadership.
- Maintain accurate Salesforce opportunity data and forecasts within ±10% accuracy.
- Navigate procurement, IT and security reviews, and commercial negotiations.
- Mentor teammates, share playbooks, and contribute to sales culture.
Requirements
- 3+ years of B2B SaaS sales experience, preferably in mid-market or SMB segments.
- Experience closing deals with $25,000–$100,000+ annual contract value.
- Demonstrated success exceeding sales targets.
- Consultative selling experience with IT, HR, and operations leaders.
- Experience with outbound prospecting and self-sourcing opportunities.
- Strong written and verbal communication skills.
- Ability to conduct product demonstrations and address buyer questions.
- Strong pipeline hygiene, forecasting discipline, and organizational skills.
- Self-motivated, adaptable, coachable, collaborative, and intellectually curious.
Nice to Have
- Experience with Salesforce, Outreach, LinkedIn Sales Navigator, 6sense, ZoomInfo, or Chorus.
- Familiarity with IT, HR, workplace, or operations buyer profiles.
- Experience selling software to compliance, security, HR, or facilities teams.
- Additional language proficiency in French, Spanish, German, or another language.
- Familiarity with the workplace or commercial real estate industry.
Compensation and Benefits
- Competitive salary, equity, and benefits adjusted for local market conditions.
- On-target earnings aligned to experience and performance in San Francisco and Denver.
- Career development and coaching from experienced sales leaders.
- Ownership and autonomy in managing the sales territory.
Skills
B2B SaaS, Salesforce, Meddppicc, Outbound Prospecting, Sales Negotiation, Product Demos, Pipeline Management, Sales Forecasting, Outreach, LinkedIn Sales Navigator, 6Sense, ZoomInfo, Chorus, Annual Contract Value
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