Mid Market Account Executive

Responsibilities

• Drive revenue by consistently exceeding quarterly sales quotas.
• Own the full sales cycle from prospecting and qualification to demo, negotiation, and close.
• Build and maintain a healthy pipeline through outbound prospecting, BDR collaboration, and inbound leads.
• Use discovery techniques and MEDDPPICC methodology to uncover business pain and value drivers.
• Identify, develop, and test champions to navigate buying committees.
• Demonstrate product expertise to tailor demos and communicate value.
• Collaborate cross-functionally with Marketing, Product, Legal, Deal Desk, Customer Success, Support, and Sales Leadership.
• Maintain clean Salesforce data with forecast accuracy within ±10%.
• Navigate procurement, IT/security reviews, and commercial terms.
• Mentor others, share playbooks, and contribute to sales culture.

Requirements

• 3+ years of B2B SaaS sales experience, ideally mid-market or SMB, closing $25K–$100K+ ACV deals.
• Track record of exceeding sales targets in fast-paced environments.
• Consultative selling skills using MEDDPPICC or similar frameworks.
• Comfortable with outbound prospecting and self-sourcing.
• Experience with Salesforce, Outreach, LinkedIn Sales Navigator, 6Sense, ZoomInfo, Chorus preferred.
• Strong pipeline hygiene, forecasting, and MAAP processes.
• Adaptable, coachable, team player.

Nice-to-Haves

• Familiarity with IT, HR, Workplace, Operations buyer profiles.
• Experience selling to compliance, security, HR, or facilities teams.
• Additional language proficiency (French, Spanish, German).

Compensation

Competitive salary, equity, and benefits adjusted for local market. OTE aligned to experience and performance in SF and Denver.