Mid-Market Account Executive

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

📋 Description

• Drive new business and revenue growth for Submittable's grants management and CSR software with mid-sized organizations.

• Oversee the entire sales cycle from pipeline development to contract closure.

• Be responsible for a quota relating to new business and customer expansion revenue.

• Build a pipeline through self-directed outbound prospecting, inbound opportunities, and SDR-sourced leads.

• Conduct discovery calls, tailored product demonstrations, pricing proposals, and negotiations until contract signature.

• Qualify and progress opportunities using MEDDPICC and Submittable's opportunity management practices.

• Maintain accurate forecasts for all active opportunities.

• Keep account, opportunity, and activity data up to date in Salesforce.

• Utilize Sales team tools, including AI-assisted workflows, to manage outreach and track deal progress.

• Address inquiries from prospects and customers, collaborating with Solutions Engineering and other teams for specialized insights.

• Review sales metrics regularly with the Sales Manager.

• Share insights about customers and verticals with Marketing and Sales teams.

• Recommend enhancements to sales strategies and processes.

• Maintain up-to-date Submittable Sales certifications and complete necessary training.

⛳️ Requirements

• A minimum of 3 years of quota-carrying B2B SaaS sales experience, including successfully closing new business through a complete sales cycle.

• Proven experience in qualifying and managing deals using a structured sales methodology such as MEDDPICC.

• Demonstrated ability to prospect outbound and establish a self-sourced pipeline in conjunction with inbound leads.

• Experience in delivering product demonstrations and presenting pricing to buyers with varying roles and priorities.

• Proficient in using a CRM like Salesforce to manage pipeline and provide accurate forecasts.

• Familiarity with Gong, Salesloft, Nooks, or ZoomInfo is preferred.

• Experience selling to foundations, nonprofits, corporations, or government agencies is a plus.

• Strong organizational skills for managing time and pipeline effectively to balance prospecting, active deals, and follow-ups.

• Ability to assess personal metrics and adjust activities accordingly.

• Excellent written and verbal communication skills when engaging with prospects.

• Capability to tailor communications to meet prospect needs and follow through on commitments.

• Strong collaboration skills with SDRs, Solutions Engineering, and Customer Success teams.

• Maintain current Submittable Sales certifications and complete required training.

• Must be eligible to work in the United States.

• Scholastic or employment visas cannot be accommodated.

• Applicants residing in Alaska, Delaware, Hawaii, Louisiana, Maine, New Mexico, North Dakota, Oklahoma, Rhode Island, Vermont, Washington, West Virginia, and Wyoming are not eligible.

🏝️ Benefits

• Comprehensive health and life insurance, including optional HSA, FSA, and DCA accounts.

• 401(k) plan with employer matching starting from day one.

• Equity stock options to share in our success.

• Flexible hours, remote work options, and generous vacation and sick leave policies.

• Paid parental leave for mothers, fathers, and adoptive parents.

• Professional development stipends to foster your career growth.

• Opportunities to engage in community outreach and volunteer programs.

• Monthly company-sponsored happy hours and gatherings for connection and relaxation.