Account Executive, Mid-Market

About the role

You will run the full sales cycle inside engineering-led, high-velocity environments while shaping how Flow wins in mid-market. In this capacity, you will own the end-to-end commercial journey from initial contact through to expansion and renewal within mid-market accounts in the engineering sector. You are responsible for owning a book of business, managing the pipeline with precision, and ensuring that every interaction moves the deal forward in a predictable manner. The role requires you to act as the primary commercial strategist for Flow, translating complex platform capabilities into clear value propositions for systems engineering and hardware teams. You will build trusted relationships with technical and executive stakeholders, positioning Flow as the central platform that connects requirements to verification. Success in this role means you consistently demonstrate how Flow reduces risk and accelerates delivery for engineering-led organizations. You will leverage data and feedback from customer interactions to influence product thinking and messaging within the Flow organization. Ultimately, you are the voice of the customer and the driver of revenue growth in the mid-market segment.

Key facts

What you'll do

Prospect and research mid-market accounts in hardware, aerospace, defense, and engineering software to identify high-value opportunities that align with Flow's platform vision.

Execute a consultative discovery process that uncovers latent needs, critical business problems, and decision criteria across multiple stakeholders in engineering organizations.

Run compelling product demonstrations that connect Flow's iterative requirements and verification tools to specific customer workflows and technical challenges.

Develop and manage a robust pipeline of opportunities, applying strict qualification criteria to ensure resources focus on the most winnable deals.

Collaborate with internal stakeholders including product and engineering teams to relay customer feedback and insights that shape platform development and positioning.

Articulate the return on investment and total cost of avoidance for Flow's platform, emphasizing how AI agents and systems engineering workflows reduce manual effort and errors.

Own the negotiation and contracting process, guiding customers through objections and concerns while maintaining a high level of commercial integrity.

Partner with leadership to refine pricing, packaging, and go-to-market strategies based on market feedback and competitive dynamics in the engineering software space.

Maintain detailed records of all customer interactions, using CRM tools to track progression, forecast revenue, and identify blockers in the sales process.

Champion Flow's vision for hardware and systems engineering by building a repeatable sales motion that scales across similar engineering-led organizations.

Drive adoption and expansion within existing accounts by identifying new use cases, stakeholders, and success metrics that justify growth investments in the platform.

Represent Flow at industry events, conferences, and customer meetings to build awareness and generate demand for the platform in the mid-market segment.

Conduct post-mortem analyses on won and lost deals to extract actionable learnings that improve future sales performance and qualification accuracy.

Continuously refine personal selling approach through feedback from customers, product teams, and internal sales operations to stay adaptive in a fast-moving market.

Requirements

Sales experience totals 5+ years, with 3+ years closing B2B SaaS to technical buyers in a quota-driven environment.

A track record hits or exceeds quota across a high volume of deals, demonstrating consistent performance and reliable forecasting abilities.

Sales cycles handle multiple stakeholders and balance technical and executive audiences while maintaining clarity in communication.

Discovery and consultative selling start with deep listening and center on customer problems, needs, and the business impact of solving them.

Comfort in a fast-paced, high-ownership environment where you build process as you go and iterate based on results and feedback.

Familiarity with engineering, PLM, or requirements management tools is a plus, providing context for how Flow fits into existing workflows.

The ability to translate complex platform features into simple, compelling narratives that resonate with engineering leaders and technical practitioners.

A commitment to data-driven decision making, using pipeline metrics, conversion rates, and feedback to continuously improve sales effectiveness.

Nice to have

Preferred experience selling into engineering-led organizations, hardware companies, aerospace, and defense sectors.

Understanding of systems engineering processes, requirements traceability, and verification workflows in technical environments.

Experience with AI agents or automation platforms that support engineering workflows and how they integrate into broader software toolchains.

Practical notes

This role operates in San Francisco with an unspecified visa and equity structure. Expect full-time engagement and travel to customer meetings and industry events. 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

Flow Engineering positions are generally in software for hardware teams and systems engineering. The role uses sales platforms for pipeline management and discovery. Expect fast experimentation, clear ownership, and iterative execution in a growth-stage environment.

Questions to ask

Good questions to ask the employer in the interview: 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

Flow is the iterative requirements and verification platform built for hardware teams to ship complex systems faster.