Account Executive - Mid Market

About the role

You will own the end to end sales cycle for a focused set of mid market accounts, hunting new opportunities while protecting and expanding existing relationships. Your core mission is to build a predictable pipeline inside a strict quota driven framework that the company relies on for growth. You will research each account deeply, tailor your messaging to buyer stakeholders, and run compelling demos that highlight the platform's strategic value. You will confront objections with structured answers and active listening, turning doubt into clarity and momentum. Every interaction will be designed to advance the deal through clearly defined stages until it reaches closure. You will continuously adapt your tactics to shifting market dynamics, ensuring the pipeline stays healthy and the forecast remains accurate. Success in this role is measured by your ability to consistently close deals and exceed assigned sales targets over time.

Key facts

What you'll do

Manage a portfolio of mid market accounts with disciplined ownership to drive progress against a quota driven sales target.

Advance qualified opportunities through a defined sales process, methodically moving deals closer to closure with every interaction.

Conduct in depth account research and execute tailored demos that clarify the platform's value for multiple buyer stakeholders.

Address prospective objections using active listening, structured responses, and negotiation techniques that preserve momentum.

Thrive in dynamic environments by adjusting strategies and tactics quickly to maintain consistent pipeline velocity.

Leverage modern sales tools to track activity, monitor pipeline movement, and analyze key performance indicators for self correction.

Collaborate with internal stakeholders to align messaging, refine the value proposition, and support complex deal strategies.

Qualify opportunities with rigor, ensuring only high intent deals proceed to protect the integrity of the forecast.

Demonstrate exceptional communication skills in every conversation, articulating the platform's value clearly and persuasively.

Prepare thoroughly for each interaction, from discovery calls to final presentations, to maximize conversion at every stage.

Requirements

A minimum of two years of successful B2B SaaS closing experience is mandatory for qualification.

Exceptional communication skills must support clear articulation of value propositions and effective negotiation in professional settings.

A Bachelor's degree is required, with flexibility in field of study to respond to evolving customer needs and market expectations.

You must be legally authorized to work in the United States, with no sponsorship available for this role.

You are expected to work full time during standard business hours, aligning with the operational rhythm of the GTM team.

The role requires resilience in the face of rejection, with the ability to maintain high performance over long sales cycles.

You must adhere to the company's defined sales process and forecasting practices without deviation.

A proven track record of meeting or exceeding quota is essential for consideration in this position.

Nice to have

Experience selling into mid market accounts in a B2B SaaS environment with a history of growing existing relationships.

Familiarity with sales tools and platforms used to manage pipeline, forecast accuracy, and activity reporting.

Comfort with conducting virtual demos and running discovery calls in a remote or hybrid setting.

A background in industries that align closely with the platform's core value proposition and buyer personas.

Practical notes

United States based employment applies.

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

In this type of role, sales professionals rely on structured processes to manage opportunities and forecast revenue. Modern sales tools often track activity, pipeline movement, and key performance indicators. Communication platforms, demo environments, and collaboration software support day to day selling. Adaptability and continuous learning help professionals navigate shifting market conditions and customer expectations.

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.