Mid Market Account Executive

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

📋 Description

• Take ownership of the complete sales cycle for the mid-market segment.

• Develop and oversee a self-sourced pipeline achieving 3x quota coverage, primarily through outbound prospecting.

• Execute a challenger-style, insight-driven sales process to create urgency.

• Navigate deals through expedited sales cycles of 30–40 days.

• Identify and cultivate champions within target accounts.

• Negotiate pricing and contract terms effectively.

• Manage the full-cycle pipeline, including forecasting and CRM maintenance from outreach to closure.

• Acquire knowledge of DataGrail’s product, ideal customer profile (ICP), and sales process, contributing to the pipeline within 90 days.

• Generate a qualified pipeline and conduct discovery calls.

• Close new business deals and achieve or surpass the annual new-ARR quota.

• Manage and expand a designated book of mid-market accounts.

• Develop multi-quarter account strategies for growth and long-term value.

⛳️ Requirements

• Demonstrated success as a hunter, primarily building pipeline from the ground up through outbound efforts.

• Proficient in executing a challenger sales approach.

• Experience in identifying and nurturing internal champions.

• Capability to link data privacy gaps to business risks.

• Mastery of contemporary sales methodologies such as MEDDPICC or Command of the Message.

• Strong qualification skills and precise forecasting abilities.

• Exceptional and adaptable negotiation skills.

• Consistent achievement of quotas in full-cycle B2B SaaS sales.

• Experience working within a high-velocity, mid-market sales environment.

• Open to coaching and able to quickly incorporate feedback.

• Bonus: Experience in selling privacy, data governance, security, compliance, or other regulated or technical software.

• Bonus: Background in selling to privacy, legal, security, or IT stakeholders at the VP or Director level.

• Bonus: Familiarity with Salesforce, Gong, sales engagement tools, and AI technologies.

🏝️ Benefits

• Eligibility for equity.

• Comprehensive health insurance.

• Dental insurance coverage.

• Vision insurance options.

• Remote-first work culture.

• 401(k) savings plan.

• Parental leave policy.

• Wellness benefits.

• Flexible time off.

• Paid holiday schedule.

• Work-from-home stipend.