Mid-Market Account Executive

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