Account Executive, Mid-Market – Hunter

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

📋 Description

• Acquisition of new logos.

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

• Manage the complete sales cycle from the initial outreach to closing within a mid-market setting.

• Achieve consistent bookings from new logos through disciplined execution and effective pipeline management.

• Pipeline Generation & Prospecting Discipline.

• Create pipeline through systematic outbound efforts, including calls, emails, social media outreach, and focused account engagement.

• Uphold a steady prospecting rhythm with measurable activity standards.

• Take ownership of weekly pipeline generation targets and activity metrics.

• Discovery & Value-Based Selling.

• Engage in discovery discussions to reveal customer challenges related to commerce growth, marketplace expansion, and operational efficiency.

• Present Rithum’s SaaS platform as a value-oriented solution customized for mid-market customer requirements.

• Conduct engaging, customer-tailored product demonstrations via Microsoft Teams.

• Deal Management & Forecasting.

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

• Accurately maintain pipeline data, activity logs, and forecasts within Salesforce.

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

⛳️ Requirements

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

• Proven track record of managing sales cycles longer than 2 months in collaboration 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 generating new pipeline and acquiring new logos.

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

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

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

• Strong hunter mentality, demonstrating resilience and persistence in competitive settings, along with accountability for pipeline development.

• Disciplined usage of CRM and sales tools (Salesforce preferred) and sales engagement platforms (e.g., Outreach, Salesloft, HubSpot, LinkedIn Navigator, ZoomInfo) for tracking pipeline, activities, and conversion rates.

• Excellent communication skills across phone, video, and written mediums.

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

🏝️ Benefits

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

• A 6% 401(k) match.

• Competitive time-off package that includes 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; after 3 years of service, PTO increases to 22 days, and after 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 at 2x salary.

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

• $65/month remote work stipend for internet expenses.

• Culture and team-building activities.

• Tuition assistance.

• Career development opportunities.

• Charitable contribution match of up to $250 per year.