Account Executive, Mid-Market – Hunter

This is a fully remote position, open to applicants in Florida.

📋 Description

• Acquisition of new logos

• Identify, engage, and secure new mid-market customers that align with Rithum’s ideal client profile.

• Take ownership of the entire sales cycle from initial outreach to closing in a mid-market setting.

• Ensure consistent bookings of new logos through disciplined execution and effective pipeline management.

• Pipeline Development & Prospecting Discipline

• Create pipeline through organized outbound activities such as calls, emails, social outreach, and targeted account engagement.

• Maintain a regular prospecting rhythm with measurable activity standards.

• Be accountable for weekly pipeline generation targets and activity metrics.

• Discovery & Value-Based Selling

• Conduct discovery discussions to identify customer pain points related to commerce growth, marketplace expansion, and operational efficiency.

• Present Rithum’s SaaS platform as a solution driven by value, tailored to meet the needs of mid-market customers.

• Provide compelling, customer-specific product demonstrations via Microsoft Teams.

• Deal Management & Forecasting

• Oversee opportunities using a structured sales methodology (e.g., MEDDIC, Challenger, SPIN, Miller Heiman).

• Accurately manage pipeline, activity, and forecasts within Salesforce.

• Collaborate cross-functionally with Sales Engineering, Marketing, Product, and Services to advance opportunities and finalize deals.

⛳️ Requirements

• Minimum of 2 years in B2B SaaS or technology sales experience in a closing role, specifically focused on new logo acquisition with Mid Market accounts (up to $50M ARR).

• Proven track record of managing sales cycles of 2 months or longer with cross-functional teams.

• Documented history of closing deals with an Annual Contract Value (ACV) of $20K or more.

• Demonstrated success as a proactive hunter, responsible for self-generated pipeline and new logo acquisition.

• Consistent achievement of quotas (100%+ for 4 or more consecutive quarters) in a competitive, metrics-driven environment.

• Regular outbound prospecting discipline (e.g., 40–60+ daily contacts, 10+ qualified opportunity meetings each week).

• Basic understanding of structured sales methodologies (e.g., MEDDIC, Challenger, SPIN, Miller Heiman, Solution Selling) with evidence of pipeline progression and forecast accuracy.

• Strong hunter mentality, displaying resilience and persistence in competitive environments while being accountable for pipeline generation.

• Disciplined utilization of CRM and sales tools (Salesforce preferred) as well as sales engagement platforms (e.g., Outreach, Salesloft, HubSpot, LinkedIn Navigator, ZoomInfo) for tracking pipeline, activity, and conversion.

• Excellent communication skills with executives across phone, video, and written channels.

• Capability to manage multiple active opportunities simultaneously while ensuring high-quality execution.

🏝️ Benefits

• Medical, dental, and vision benefits: Affordable health care plans and company HSA contributions, starting on Day 1.

• A 6% 401(k) match.

• Competitive time off package with 20 days of Paid Time Off, 9 Company-Paid holidays, 2 paid floating holidays, 7 paid sick days, 2 Wellness days, and 1 Paid Volunteer Day; at 3 years of service, PTO increases to 22 days, and at 5 years it increases to 25 days.

• 12 weeks of primary caregiver leave & 4 weeks of secondary caregiver leave.

• Accident, critical illness, and hospital indemnity insurance.

• Pet insurance.

• Legal assistance and identity theft insurance plans.

• Life insurance valued at 2x salary.

• Access to the Calm app and the Employee Assistance Program.

• $65/month remote work stipend for internet.

• Culture and team-building activities.

• Tuition assistance.

• Career development opportunities.

• Charitable contribution match up to $250 per year.