Field Account Executive, Mid-Market

About the role

This role owns the mid-market customer base through a full sales cycle in hardware and engineering-led organizations.

Sales roles connect a company's product with the customers who need it. Representatives research accounts, run demos, handle objections, and close deals. The work is quota driven and moves quickly. Strong sellers combine listening skills with product knowledge and steady follow through. Sales roles reward consistent activity and honest qualification of deals. Most companies use a defined sales process, and reps are trained on it before being left on their own.

Key facts

What you'll do

Sales motions mature as engineering teams, hardware companies, and aerospace and defense customers receive structured discovery and demos.

Pipeline grows as healthy volume of opportunities develops with multiple stakeholders from technical to executive audiences.

Velocity increases across opportunities while rigor stays consistent in every deal at every stage.

Feedback from product and engineering turns into roadmap influence so Flow platform aligns with technical and systems engineering workflows.

Platform understanding deepens to show how AI agents support systems engineering for complex hardware and software development.

Industry presence expands as Flow represents at conferences, events, and customer meetings to strengthen mid-market positioning.

Strategy refines when leadership collaborates on positioning, pricing, and go-to-market motions for mid-market segments.

Travel covers 30 to 50 percent of time to engage customers and partners in person.

Requirements

The posting states a minimum of 3 years of experience.

Sales experience spans 5 or more years with 3 or more years closing B2B SaaS deals to technical and engineering buyers.

Quota performance shows consistent hitting or exceeding targets across a high volume of deals.

Sales cycles handle multiple stakeholders through consultative discovery and negotiation with technical and executive decision makers.

Discovery drives conversations where listening uncovers customer problems before solutions are proposed.

Ownership thrives in a fast-paced environment where process develops while you build and iterate.

Tools familiarity with engineering, PLM, or requirements management platforms provides a practical advantage.

Practical notes

Expect 30 to 50 percent travel as part of the role.

Health coverage includes medical, dental, and vision options.

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

The role emphasizes ownership, clear documentation, and iterative execution from discovery to close.

Technical buyers in hardware and aerospace and defense contexts rely on systems engineering workflows and AI agent support.

Sales success depends on consultative discovery, stakeholder management, and consistent pipeline development.

Tools commonly used include product lifecycle management and requirements management platforms in engineering environments.

Questions to ask

Useful questions for the interview: what a typical week looks like, how work is assigned, what tools the team uses, and how feedback works. Asking how the role has changed recently and what the team wishes it had known when joining is also reasonable. Questions about the manager's priorities are especially valued.

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.