Account Executive, Mid Market

This is a fully remote position, open to applicants in Arizona, +26 more states.

📋 Description

• Develop, oversee, and finalize a pipeline of qualified, often early-stage leads to meet and surpass individual software quota targets.

• Manage the entire sales cycle—from initial outreach, qualification, discovery, demonstration, proposal, to negotiation and closing—while continuously driving new ARR.

• Cultivate in-depth account insights to pinpoint pain points, objectives, and expansion possibilities within current customer organizations.

• Collaborate closely with Customer Success, Services, Sales Engineers, and Account Development teams to ensure value realization and uncover additional revenue opportunities.

• Engage regularly with customers and prospects, delivering value at every interaction while managing both new and expansion initiatives.

• Facilitate and implement expansion discussions and agreements while ensuring high customer satisfaction.

• Keep accurate account, opportunity, and forecast data within Salesforce and other internal forecasting tools.

• Rapidly learn new products and effectively communicate differentiated value propositions to executives and key stakeholders.

• Build strong, multi-threaded relationships with decision-makers, influencers, and partners across assigned accounts.

• Comprehend and document customer objectives, decision-making processes, budgets, and timelines to support both new business and expansion opportunities.

• Positively contribute to a collaborative team environment grounded in guiding principles and Diversity, Equity & Inclusion.

⛳️ Requirements

• Minimum of 4 years of successful software sales experience focused on value-based solution selling of CRM, Sales Enablement, Marketing Automation, or similarly complex, long-cycle business solutions.

• Proven track record of generating pipeline through an omni-channel, multi-threaded approach and consistently exceeding sales targets.

• Experience in driving expansion discussions and a demonstrated ability to grow underutilized customers.

• Strong customer-facing presence with effective negotiation skills across Mid Market and Enterprise accounts.

• Proficient in mapping complex business requirements to product use cases and articulating clear value to prospects and customers.

• Solid understanding and experience utilizing the MEDDPICC framework as a sales qualification tool to evaluate opportunities.

• Capable of working independently and as part of a team in a fast-paced, rapidly changing environment with a strong sense of urgency.

• Exceptional verbal, written, and presentation skills with the ability to lead compelling product and value discussions.

• Proficient in Salesforce and experienced with modern sales tools such as Clari, Gong, LinkedIn, Salesloft, or ZoomInfo.

• A positive growth mindset with a desire to enhance both organizational outcomes and those around you.

🏝️ Benefits

• Comprehensive medical, dental, vision, disability, and life benefits.

• Health Savings Account (HSA) with employer contribution.

• 401(k) Matching with immediate vesting on employer match.

• Flexible PTO.

• 8 paid holidays and 5 paid days for Annual Holiday Week.

• Quarterly Recharge Fridays (paid days off for mental health recharge).

• 18 weeks paid parental leave.

• Access to Coaches and Therapists through Modern Health.

• 2 volunteer days per year.

• Commuting benefits.