Account Executive, Mid Market
Owns full sales cycle for mid-market deals, engaging prospects, navigating security/legal reviews, and converting free users to paid. Requires 3-5 years top-performing AE experience in high-velocity sales with cross-functional stakeholder management.
About the job
What You’ll Do
- Engage with our highest-potential prospects and qualified opportunities.
- Own the full sales cycle: from discovery to close.
- Navigate security reviews, procurement, legal processes, and vendor management systems.
- Help build and optimize our sales playbook and processes based on what works.
- Conduct warm outreach to convert highly engaged free users into paid accounts.
- Play a pivotal role in building the SF office and sales team culture.
What We’re Looking For
Background & Experience
- 3-5 years of experience as a top-performing Account Executive with a strong track record of success.
- Proven success managing sales cycles end to end, including cross-functional stakeholder engagement (security, legal, procurement).
- Comfortable with high-velocity sales processes.
- Exposure to formal sales training and methodologies.
Skills & Traits
- Highly autonomous with strong prioritisation skills.
- Thrive in a startup environment where you help build processes, not just follow them.
- Strong written and verbal communication skills that build trust quickly.
- Excited to work collaboratively across functions and time zones.
Personal Characteristics
- A builder who gets energized creating something from scratch.
- Creative, initiative-driven, curious about customer behavior, and eager to own challenges without perfect information.
- Values working with people who are kind, ambitious, and pragmatic.
Compensation
OTE $200K – $260K + equity and benefits.
Skills
Salesforce, HubSpot, Outreach, Gong, MEDDIC, Challenger Sale, CRM, Sales Playbook, Vendor Management, Procurement Processes
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