Mid-Market Account Executive
Owns full sales cycle for mid-market accounts under 500 employees, sourcing pipeline via outbound prospecting and closing deals with technical buyers at high-growth companies. Requires 2-5 years SaaS sales experience, quota attainment, and familiarity with AI/ML developer tools.
About the job
Responsibilities
- Own the full sales cycle — prospecting, discovery, evaluation, negotiation, and close — for accounts under 500 employees.
- Source and develop your own pipeline through outbound prospecting, OSS community signals, and partner referrals.
- Run structured discovery to uncover technical requirements, business pain, and decision criteria.
- Navigate multi-threaded deals involving technical evaluators, economic buyers, and end users.
- Collaborate with Solutions Engineers and Forward Deployed Engineers to run focused POCs tied to clear success criteria.
- Consistently achieve or exceed ARR and pipeline targets.
- Maintain accurate CRM hygiene and deliver reliable forecast calls weekly.
- Provide customer and market feedback to influence messaging, packaging, and product roadmap.
- Represent LlamaIndex at industry events and in developer communities where our buyers live.
Required Qualifications
- 2–5 years of full-cycle SaaS sales experience with a consistent track record of quota attainment.
- Proven ability to prospect and build pipeline independently — not solely dependent on inbound.
- Experience selling to technical buyers including engineers, data teams, or developer personas.
- Comfort navigating deals at companies with fast decision cycles and limited procurement overhead.
- Familiarity with deal qualification frameworks (MEDDIC or equivalent) and value-based selling.
- Startup experience: Ability to operate with minimal process, build your own playbook, and thrive in an ambiguous, resource-constrained environment.
- Strong written and verbal communication — crisp discovery, sharp follow-up, clear emails.
- AI-first operator: actively uses AI tools for account research, call prep, outreach, and pipeline management.
Preferred Qualifications
- Experience selling AI/ML, developer tools, data infrastructure, or OSS-adjacent products.
- Familiarity with technical POC cycles and build-vs-buy conversations with engineering teams.
- Prior experience at a company with an OSS or community-led growth motion.
- Track record of landing net-new logos and expanding initial contracts.
Skills
SaaS Sales, MEDDIC, CRM, AI Tools, Poc Management, Outbound Prospecting, Value-Based Selling, Developer Tools, Data Infrastructure, Oss
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