# Mid-Market Account Executive

**Company:** [Tailscale](https://hotfix.jobs/companies/tailscale)
**Location:** Denver, CO
**Role:** Account Executive
**Salary:** $200k – $200k/yr
**Experience:** 3+ years
**Skills:** Salesforce, Gong, Outbound Prospecting, Account Expansion, Pipeline Forecasting, Enterprise Sales, Technical Product Sales, Plg Sales, Customer Relationship Management, Sales Engineering Collaboration
**Posted:** 2026-05-21

> Own revenue targets for mid-market accounts by managing renewals, expansions, and net-new deals through outbound prospecting and inbound leads. Requires 3+ years closing experience, technical product sales background, and comfort selling to CTO/CISO-level buyers.

## Job Description

## Key Responsibilities
- Own an incremental revenue number each quarter while consistently building pipeline throughout the whole year.
- Ensure our existing customers get value out of Tailscale and renew + expand their usage.
- Provide accurate weekly forecasting & revenue delivery.
- Demonstrate the ability to outbound to net-new customers and generate net-new pipeline.
- Own the relationship with customers long term and sell new products as we build them.
- Participate in video-recorded customer meetings as a core part of this role (recordings used for training, collaboration, and quality improvement).

## Requirements
- 3+ years of closing experience in an AE or AM role (outbound experience strongly preferred)
- Has sold developer and/or technical products, especially in a product-led growth (PLG) motion
- Comfortable selling to senior leaders (CTO, CISO, VP of engineering, head of IT)
- Experience using Gong, Salesforce, or similar to collaborate internally and manage pipeline
- Experience partnering with a Sales Engineering team, support, and customer success team to drive positive outcomes for clients
- Willing to come into the downtown Denver office 2-3 days per week

## Nice to Have
- Past experience selling or managing accounts with senior technical buyers (VP Engineering, CTO, Head of Platform, CISO)
- Experience owning several customers in the $20k-100k+ ARR range with evidence of growing them through expansion and cross-sell
- Desire and ability to leverage AI to increase productivity

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