Mid-Market Account Executive

About the role

This position drives adoption of contract lifecycle management solutions for mid-market clients through data-informed outreach. The role requires you to own the entire sales cycle for a specific book of business, from initial contact through negotiation and closing. You will act as the primary commercial partner for mid-market customers, aligning product capabilities with their business outcomes. Success in this position depends on your ability to diagnose customer pain points and articulate the value of configurable no-code workflows. You will leverage analytics to refine messaging and broaden CLM adoption within target verticals. This position demands disciplined follow-through and consistent activity in a fast-paced, quota-driven environment. You will be expected to question assumptions, uncover hidden needs, and tailor solutions that resonate with stakeholder priorities. Collaboration with product and implementation teams ensures that solutions remain scalable and aligned with customer workflows.

Key facts

What you'll do

Analyze pipeline data to identify gaps in coverage and prioritize high-value accounts for mid-market penetration.

Design outreach sequences that educate mid-market buyers on the risks of rigid systems and the benefits of no-code contract automation.

Run tailored product demos that highlight how configurable workflows reduce manual tasks and improve compliance for non-technical users.

Translate complex CLM concepts into clear business language that resonates with finance, legal, and operations stakeholders.

Challenge incumbent processes by quantifying the cost of manual contract management and presenting Agiloft as the risk-mitigating alternative.

Own the discovery call to uncover scope, timeline, and decision criteria while qualifying fit against mid-market buyer personas.

Present tailored value propositions that connect Agiloft's modular features to specific operational pain points and compliance requirements.

Handle objections related to integration, change management, and perceived complexity by demonstrating ease of adoption and rapid ROI.

Collaborate with internal teams to build compelling case studies and proof points that support future mid-market sales initiatives.

Track activity metrics and pipeline health to ensure consistent progress against quarterly and annual quotas.

Adapt messaging based on competitive insights and feedback from customer interviews to refine positioning in the mid-market segment.

Leverage CRM tools to maintain accurate records of interactions, next steps, and stakeholder mapping for each opportunity.

Partner with customer success managers to validate implementation feasibility and post-sale satisfaction for mid-market accounts.

Champion the Agiloft platform internally by sharing success stories and best practices that reinforce the value of contract lifecycle management.

Maintain a disciplined sales cadence that balances outreach, follow-up, and strategic account planning to sustain long-term growth.

Requirements

You hold a bachelor's degree, and while the specific field is not stated on this job page, it must be verified You are eligible for full-time employment within the United States, and this requirement must be confirmed to proceed in the selection process.

You are prepared to commit to full-time hours, as this role requires consistent availability to meet mid-market account expectations.

You have the capacity to manage a high volume of contacts while maintaining organized records and prioritizing opportunities effectively.

You demonstrate comfort with technology, especially tools that enable process automation and data analysis in a SaaS environment.

You can communicate clearly with stakeholders who may lack technical backgrounds, focusing on outcomes rather than features.

You are willing to travel within the United States for customer meetings, as outlined in the practical notes and role expectations.

You understand the importance of quota ownership and are motivated by results-driven compensation structures that include base salary and commission.

You comply with company policies regarding confidentiality, data security, and professional conduct when handling client information.

You are coachable and prepared to participate in role plays, discovery simulations, and live presentations as part of the interview process.

Nice to have

Preferred skills and experiences are not specified in this job page, and all evaluation criteria must be confirmed Practical notes

This role requires energy and thorough preparation, as interviewers often test abilities through live simulations.

You should practice running a concise discovery call or demo to demonstrate readiness for real customer conversations.

Rehearsing your sales pitch aloud is recommended to build confidence and clarity during assessments.

Typical interview steps include a role play, a discovery call simulation, and a presentation, where candidates may pitch to a panel or handle tough objections.

Behavioral questions will focus on past quota attainment, deal history, and how you have handled challenging sales situations.

Interviewers simulate the job during the interview, so being ready to run a short discovery call or demo is essential.

Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Good to know

Sales career paths often progress from SDR or associate roles to account executive, senior AE, management, and directorial positions.

Compensation usually combines a base salary with results-based commission.

High achievers in sales frequently advance to larger accounts, leadership of teams, or sales operations functions.

Quota history and reference checks weigh most heavily in promotion decisions.

Questions to ask

Good questions to ask the employer in the interview include what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made.

Asking about growth paths and the review process is also well received.

Employers expect questions, and good ones show preparation.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles.

Some sellers move into partnerships, account management, or revenue operations.

Compensation typically mixes a base with commission tied to results.

High performers in sales typically move into larger accounts, team leadership, or sales operations.

Quota history and references carry the most weight in promotion.

About the company

Agiloft, Inc. is a technology company specializing in contract lifecycle management and business process management software in Redwood City, California. It was originally founded in October 1990 as Integral Solutions Corporation by Colin Earl.