Account Executive, Midmarket

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

📋 Description

• Take charge of the complete sales cycle: prospecting, conducting discovery sessions, demonstrating products, constructing business cases, negotiating, and finalizing new multi-location accounts.

• Create a pipeline with 4–10 shop groups through outbound strategies, events, and marketing initiatives.

• Collaborate with SMB Account Executives and Business Development Representatives on accounts that expand into the segment.

• Engage with multiple stakeholders, including owners, operations directors, marketing managers, and finance teams.

• Align Steer with business metrics such as car count, average repair order, customer retention, and performance on a location-by-location basis.

• Establish the Mid-Market Ideal Customer Profile (ICP), discovery framework, return on investment (ROI) model, and mutual action plans.

• Document successful processes to enable team scalability.

• Collaborate with Customer Success on multi-location rollouts and expansions.

• Provide customer insights back to Marketing and Product teams.

• Ensure accurate HubSpot data management and deliver reliable forecasts.

• Work closely with the Chief Revenue Officer on the growth of the Mid-Market segment.

⛳️ Requirements

• A minimum of 3 years of full-cycle, quota-carrying B2B SaaS sales experience, demonstrating a history of surpassing quotas.

• Experience in closing multi-stakeholder agreements and constructing compelling business cases that gain approval.

• Exceptional discovery skills: adept at diagnosing issues before offering solutions.

• Proven track record of independently generating your own pipeline.

• Strong forecasting abilities and effective deal management.

• A proactive builder mentality: capable of creating processes where they are lacking and taking initiative without waiting for direction.

• Direct and straightforward communication style that builds trust with business owners.

• Completion of the Wonderlic Assessment prior to the conclusion of the hiring process.

• Experience in selling to multi-location businesses (preferred).

• Background in the automotive aftermarket or shop management software (preferred).

• Experience as the first representative in a new segment or territory (preferred).

• Familiarity with HubSpot and Nooks (preferred).

🏝️ Benefits

• Medical, Dental, and Vision insurance available within 30 days.

• 100% employer-covered medical insurance.

• Equity package offered.

• Flexible Paid Time Off (PTO) with a minimum of 15 days.

• Generous Parental Leave policy.

• Flexible Spending Account (FSA) and Health Savings Account (HSA) options.

• 401(k) retirement plan.

• Learning stipend provided.

• Work-from-home equipment supplied.

• Opportunity to engage with cutting-edge technology.

• A collaborative culture that emphasizes high ownership.

• Growth opportunities for professional development and career advancement.

• Flexible work arrangements available.