Account Executive, Mid-Market

This is a fully remote position, open to applicants in California, +12 more states.

📋 Description

• Take ownership of your pipeline. You will generate 50% of your opportunities through outbound efforts, including calls, sequences, and events, while ensuring a 4x pipeline coverage. We provide the necessary tools and support; your role is to demonstrate initiative.

• Manage a comprehensive, full-cycle process from initial qualification through to discovery, demonstration, validation, proposal, and closure, typically within 30 days, while incorporating multiple meaningful interactions throughout the process.

• Conduct 5–10+ customized demos weekly that directly address Builder Prime's capabilities in relation to each prospect's specific operational challenges. Each demo is designed to facilitate a conversation rather than deliver a presentation.

• Employ a consultative selling approach. You will assist prospects in recognizing how Builder Prime resolves their distinct challenges, even when up against solutions with more features. The focus is always on achieving customer outcomes, rather than checkbox selling.

• Navigate complex multi-stakeholder deals by fostering consensus among operations, finance, production, and sales contacts, utilizing Mutual Action Plans and multi-threading strategies to maintain momentum and ensure the right people are engaged at the appropriate times.

• Maintain vigilance over your forecast. Provide accurate weekly updates on your pipeline, outlining clear next steps and highlighting any deals requiring attention. Transparency in this area strengthens the entire team.

• Market the complete platform, including Builder Prime Payments and valuable add-ons such as SMS and AI functionalities. You will comprehend how these elements generate genuine ROI for customers and enhance their experience with the platform.

• Master our narrative. Become deeply familiar with the Builder Prime story, value proposition, and accompanying slide deck, enabling you to present confidently and adapt seamlessly to any audience or situation.

• Collaborate with the Partnerships, Marketing, and SDR teams on targeted account strategies. This is a collaborative environment, and robust support is available to you.

• Advocate for effective handoffs. Work alongside Customer Experience to ensure that every new customer successfully launches. A one-month post-close check-in allows you to stay engaged, promote referrals, and identify expansion opportunities.

• Maintain an organized pipeline in HubSpot with accurate stages and clear next steps — this simplifies your workflow and keeps deals progressing.

• Be an active voice within the team. Your insights regarding deals, competitive intelligence, and customer feedback contribute to our collective knowledge. We genuinely want to hear about your experiences in the field.

• Continue to evolve professionally. Our product and market are rapidly changing, and we will support you in staying informed and ahead of the curve.

⛳️ Requirements

• 2–5+ years of experience in full-cycle B2B SaaS sales, preferably selling business management platforms or ERP-style solutions to mid-market or enterprise operations-heavy businesses.

• A proven history of quota achievement — you have consistently met and exceeded your targets, and you take pride in this accomplishment.

• Proven outbound experience that leads to conversion. You have successfully built pipelines from the ground up — through calls, sequences, and events — and have closed the deals you initiated. You excel at transforming cold outreach into tangible revenue.

• Comfortable handling $12K+ ACV deals — you recognize the stakeholder complexities and sales rigor associated with substantial contract sizes and thrive in such environments.

• Proficient in MEDDICC — you utilize qualification frameworks to conduct more intelligent deals, rather than simply checking off boxes.

• Experience in multi-stakeholder selling — you can identify complex business requirements, map out the buying committee, and guide the appropriate individuals toward a decision.

• Technical proficiency — you can effectively communicate software integrations and workflows to business stakeholders, simplifying complex concepts.

• Strong executive presence — you establish trust quickly with business owners and operational leaders.

• Proficient in CRM systems — experience with HubSpot or a similar platform, and comfortable using tools like Gong, AI note-taking, and sales intelligence platforms such as Seamless.

• A process-oriented mindset — you manage your pipeline intentionally and always stay aware of your metrics and next actions.

• Willingness to travel to up to 6 industry events per year.

• High learning agility and curiosity — you adapt quickly and enjoy tackling new challenges.

• AI fluency — adept at using AI tools (such as Claude, ChatGPT, or similar) as an integral part of your daily responsibilities, not just for occasional tasks.

🏝️ Benefits

• Exceptional Health Coverage – We cover 95% of medical, dental, and vision premiums for employees (Aetna & Guardian), plus 50% for dependents.

• Strong Retirement Match – 401k with up to 4% company match that's immediately vested (no waiting period!).

• Generous Time Off – 20 PTO days, 48 hours of sick time, 9 paid holidays, plus a paid volunteer day to contribute to your community.

• Annual International Retreat – All-expenses-paid company trip to connect with teammates in exciting locations (Join us for our next one in Spring 2027).

• Life Happens Coverage – Company-paid life insurance ($50k), AD&D, and short-term disability, along with optional accident, hospital, critical illness, and additional life insurance.

• Grow With Us – $300 annual professional development stipend, plus an incredible sabbatical at 5 years (2 extra weeks of PTO + $1,000 travel bonus).

• Comprehensive Parental Leave – 10 weeks paid parental leave for birthing parents, 4 weeks for non-birthing parents.

• Fully Equipped From Day One – Company-provided laptop and all necessary equipment to ensure your success.

• Room to Grow: We prioritize promoting from within. Show us your best work, and you will have significant opportunities for growth and advancement.

• Flexible Work Arrangements: We currently offer a mix of hybrid and fully remote roles across various time zones to support work-life balance.

• We Hate Red Tape: We encourage our team's creativity, granting you the freedom to experiment and try new ideas. At Builder Prime, *“Iterate To Innovate”* is a core principle.

• Strong Culture: We strive to create an environment where work is both a place for you to excel and enjoy yourself, utilizing platforms like Bonusly, the Coffee Chat Slack app, and other initiatives (both virtual and in-person). There’s no reason you can't have both!