Mid-Market Account Executive – Full-Cycle

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

📋 Description

• Manage the complete sales cycle from initial discovery through negotiation to closing, with an average deal size ranging from $30K to $150K in Annual Recurring Revenue (ARR).

• Cultivate and oversee a robust pipeline of mid-market accounts within your designated territory.

• Conduct discovery calls and product demonstrations customized to fit each prospect's operational context.

• Establish multi-threaded relationships across various departments, including operations, dispatch, finance, and executive leadership.

• Collaborate with Sales Development Representatives (SDRs) to prioritize outbound initiatives and develop targeted account strategies.

• Provide accurate forecasts for your pipeline and ensure meticulous CRM management within HubSpot.

• Work closely with customer success teams to facilitate seamless transitions and promote strong initial adoption.

• Relay insights gathered from the field back to product and marketing teams, acting as the voice of the customer.

⛳️ Requirements

• 3 to 7 years of experience in B2B SaaS sales, including a minimum of 2 years focused on closing mid-market deals.

• Demonstrated history of consistently meeting or surpassing sales quotas in a full-cycle Account Executive role.

• Experience in selling to industries heavily focused on operations, such as construction, logistics, transportation, or field services, is highly beneficial.

• Comfortable managing deals with multiple stakeholders that have sales cycles of 30 to 60 days.

• Excellent discovery skills, with the ability to ask insightful questions that surpass the answers you provide.

• Effective and confident communicator, both in writing and verbally, capable of adapting communication style to suit a dispatcher or CFO.

• Self-disciplined and organized: adept at prioritizing your pipeline and maintaining accountability for your own schedule.

• Knowledgeable in HubSpot or a comparable CRM; familiarity with MEDDIC, SPIN, or Challenger methodologies is an advantage.

🏝️ Benefits

• Comprehensive health, dental, and vision insurance coverage.

• Bi-annual team retreats that employees genuinely look forward to.

• Opportunities to attend industry events and conferences such as CONEXPO, NAPA, World of Asphalt, and more.

• High level of autonomy with minimal bureaucracy; your performance will be valued over the processes you follow.