Inside Account Executive, Mid-Market

About the role

This position is centered on maximizing the value that existing mid-market clients derive from the Buildout platform. The successful candidate will focus on identifying opportunities to expand product adoption in alignment with client business objectives. They will own the consultative process of discovering needs and presenting tailored solutions that reinforce Buildout's strategic value. Success in this role is defined by the strength of client relationships and the ability to ensure ongoing satisfaction with the product suite. The individual will act as a trusted advisor, bridging the gap between commercial growth and customer success. They will leverage data and business insights to uncover expansion potential within current accounts. This role requires a proactive approach to selling that prioritizes long-term partnership over transactional outcomes. Ultimately, the hire will be responsible for driving revenue growth while reinforcing the stability and continuity of existing client engagements.

Key facts

What you'll do

• Drive revenue growth within your assigned mid-market client portfolio by presenting and selling additional Buildout products.
• Collaborate with Account Managers and Customer Success Managers to create account strategies that enhance client relationships and support renewals.
• Conduct discovery calls and product demonstrations to showcase how Buildout's offerings can address client challenges.
• Cultivate relationships with key contacts within existing accounts, positioning Buildout as a long-term strategic partner.
• Ensure expansion discussions complement, rather than conflict with, the client's renewal process.
• Manage a healthy pipeline of expansion opportunities and provide accurate revenue forecasts in Salesforce.
• Develop deep expertise in Buildout's product suite to recommend appropriate solutions.
• Analyze client usage data and business insights to identify potential areas for growth.
• Actively participate in coaching and feedback sessions to continuously refine your sales approach.
• Navigate complex sales cycles involving multiple stakeholders and decision-makers within client organizations.
• Articulate the ROI and business impact of Buildout solutions through clear and executive-level communication.
• Leverage consultative selling techniques to uncover latent needs and align them with Buildout capabilities.
• Maintain meticulous organization of account plans, notes, and forecasts to ensure pipeline accuracy.
• Partner with internal teams to resolve client issues and support successful adoption of new features.

Requirements

• 2 to 5 years of experience in quota-carrying SaaS sales, with a preference for selling to existing customers.
• Demonstrated ability to drive expansion, upsell, cross-sell, or account growth in a SaaS environment.
• Proficiency in consultative selling, with the skill to identify business issues and connect them to measurable results.
• Strong ability to work effectively with Sales, Customer Success, and Account Management teams in a collaborative setting.
• Experience navigating complex sales processes involving multiple decision-makers and stakeholders.
• Excellent presentation, negotiation, and executive communication abilities to engage senior-level clients.
• Highly organized with strong pipeline management and forecasting discipline to maintain accuracy and transparency.
• A curious and coachable mindset, driven by a desire for continuous professional development and skill enhancement.
• Experience using Salesforce CRM is preferred for managing pipelines, forecasting, and account insights.
• A proven track record of meeting or exceeding sales quotas in a mid-market segment.
• Understanding of the sales cycle specific to software and subscription-based services.
• Strong written and verbal communication skills to convey complex concepts clearly and professionally.
• Commitment to maintaining confidentiality and handling sensitive client information with integrity.
• Willingness to adapt to changing priorities and manage a dynamic sales environment effectively.

Nice to have

• Experience in Commercial Real Estate or PropTech.

Skills & tools

• Salesforce CRM
• Consultative selling methodologies
• Data analysis for business insights
• Executive presentation skills
• Account planning and pipeline management
• Negotiation and stakeholder management

Practical notes

• Occasional travel may be required for conferences, client meetings, and industry events.
• Buildout offers comprehensive benefits including medical, dental, and vision insurance with 100% premium coverage for employees, an HSA seed, company-paid STD, LTD, life insurance, telemedicine, and a $400 annual wellness benefit.
• Work/life balance is supported through flexible PTO, 14 paid company holidays, paid parental leave, and give back days.
• A 401(k) plan with a 4% company match and immediate vesting is available.
• A monthly remote work reimbursement of $600 per year is provided.
• An annual in-person company kickoff event is held.
• Buildout is an Equal Opportunity Employer.
• If you require a reasonable accommodation during the application process, please contact accommodations@buildout.com.

About the company

Buildout is a software build automation tool for building a codebase. It is primarily used to download and setup dependencies in Python eggs format of the software being developed or deployed. Recipes for build tasks in any environment can be created, and many are already available.