Mid-Market Account Executive

About the role

This position involves establishing and managing a new sales process for mid-market clients. You will guide the entire sales journey, from initial outreach to closing deals, bringing in new businesses and converting existing free users into paying customers. This role is ideal for individuals who are driven, inquisitive, and eager to expand their sales expertise.

Key facts

What you'll do

• Manage the complete sales cycle, from prospecting to closing, with a focus on building your own outbound pipeline.
• Navigate complex sales situations involving multiple stakeholders, procurement, and security reviews.
• Convert product-led growth into revenue by expanding individual users into paid workspaces.
• Identify and target high-potential businesses through creative prospecting and outreach.
• Conduct discovery calls to understand workflow issues and deliver product demonstrations that address these problems.
• Create urgency to advance deals and maintain an accurate sales forecast.
• Experiment with new messaging, channels, and approaches, sharing successful tactics with the team.
• Develop deep knowledge of the collaboration and productivity landscape to advise prospects effectively.
• Act as a proactive builder, taking ownership of outcomes and demonstrating a founder's mentality in every deal.
• Collaborate and consult, sharing winning tactics and offering strategic advice to prospects and the team.

Requirements

• 3+ years of B2B SaaS sales experience in a closing role.
• Proven ability to generate pipeline through outbound efforts, not solely relying on marketing or BDRs.
• Strong skills in discovery, objection handling, negotiation, and closing.
• Excellent written and verbal communication, capable of quickly capturing and holding attention.
• Genuine interest in AI and technology, with the ability to quickly learn and explain technical product value.
• A growth mindset, actively seeking and applying feedback to improve.
• Experience with HubSpot, Salesforce, or similar CRM tools.
• Collaborative nature, working effectively across teams to close deals.
• Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent experience.

Skills & tools

• HubSpot
• Salesforce
• CRM software

Practical notes

This is a hybrid role, requiring in-office presence Monday through Thursday, with the option to work remotely on Fridays after an initial onboarding period. Compensation includes a base salary and performance-based commissions paid quarterly, with the final amount depending on qualifications and experience.