Account Executive, Mid-Market

Responsibilities

The Account Executive is responsible for acquiring new mid-market customers through complex, multi-stakeholder SaaS sales and strategic territory planning. They will lead discovery, manage commercial negotiations, and coordinate cross-functional teams to ensure successful deal closure and implementation.

Requirements

Candidates must have 3+ years of successful quota-carrying B2B SaaS or technology sales experience and proficiency in structured sales methodologies like MEDDPICC. A bachelor's degree or equivalent experience is required, along with the ability to travel approximately 30% of the time.

Skills

• B2B SaaS sales
• New-logo acquisition
• Complex sales cycles
• Commercial negotiations
• Salesforce
• MEDDPICC
• Territory planning
• Stakeholder mapping
• Business-case development
• Forecasting
• Consultative selling
• Executive outreach
• Cross-functional orchestration
• Solution selling
• Pipeline creation

Benefits

• Health insurance
• Wellness benefits
• 401k match
• Flexible PTO
• Parental leave
• Professional development
• Leadership development
• Nanodegree programs
• Conference attendance

About this role

Company Description
Are you looking for a high energy, strategic, and fast-paced position with an impactful and mission-driven company? Join Relias, the company changing lives throughout the world by helping healthcare organizations improve their clinical and financial outcomes!
For 11,000+ health care and human service organizations, Relias helps clients deliver better clinical and financial outcomes by elevating the performance of teams. We help organizations across the continuum of care get better at maintaining compliance, developing staff and promoting consistent, high-quality care. Our platform employs assessments to reveal specific gaps in skills and addresses them with personalized and engaging learning, choosing from 7,000+ online courses that meet accrediting board, state and federal requirements. We are passionate about our products and our clients; what we deliver and the impact we have on the world is truly something you can be proud to represent. Join us and make a difference.
WHAT CAN RELIAS OFFER YOU?
Fantastic health and wellness benefits package, including an outstanding 401k match, a flexible PTO program, and a generous and inclusive parental leave policy. Additionally, Relias pays for the employee portion of the monthly healthcare premium!
Flexible work environment with onsite and work from home options – you choose when you want to come into the office!
Active Employee Resource Groups open to all employees!
Comprehensive onboarding program – a great introduction to our company, customers and culture!
Growth and career advancement opportunities!
Multiple development program options – leadership development, professional development curriculums, and Nanodegree options in both technology and data science
Professional development gained from conference attendance and participation in organizations like NC Tech
Onsite 321 Coffee Shop providing free coffee and pastries to employees
Job Description
The Account Executive, Mid-Market is a quota-carrying sales professional responsible for acquiring new mid-market customers through complex, multi-stakeholder and often multi-solution SaaS sales. The role builds territory pipeline, leads strategic discovery, develops quantified value, coordinates specialists, and manages commercial and approval complexity through close.

WHAT YOU’LL BE DOING:
Territory Strategy and Pipeline Creation
Develop and execute a territory plan that aligns target-account selection, market opportunity, pipeline creation, and bookings goals.
Create self-sourced pipeline through targeted prospecting, executive outreach, referrals, events, partners, and coordinated campaigns.
Prioritize opportunities based on customer fit, value, complexity, and likelihood of success.
Complex Consultative Selling
Lead discovery across operational, clinical, workforce, compliance, financial, and executive stakeholders.
Develop solution strategy, quantified business cases, stakeholder maps, mutual action plans, and executive alignment.
Coordinate product and subject-matter specialists to create an integrated customer recommendation.
Opportunity, Commercial, and Forecast Leadership
Use the established sales process and MEDDPICC or comparable methodology to assess qualification, decision process, competition, and risk.
Lead pricing, packaging, negotiation, procurement, contracting, and internal approvals while protecting customer and company value.
Maintain accurate CRM data and evidence-based opportunity stages, close dates, risks, next steps, and forecast calls.
Cross-Functional Execution
Mobilize Solutions Consulting, Marketing, Customer Success, Product, Legal, Security, Finance, and Revenue Operations according to opportunity needs.
Ensure clear transition from sale to implementation and customer success.
Learning and Technology Adoption
Maintain strong knowledge of Relias solutions, healthcare markets, competitors, and commercial practices.
Use approved AI, automation, CRM, and revenue-intelligence tools to improve research, planning, productivity, and deal insight.
Qualifications
YOU’VE GOT WHAT IT TAKES IF YOU HAVE/ARE:
3+ years of successful quota-carrying B2B SaaS or technology sales experience, including ownership of new-logo acquisition.
Demonstrated success leading complex, multi-stakeholder sales cycles and commercial negotiations.
Experience using Salesforce or a comparable CRM and a structured methodology such as MEDDPICC.
Knowledge of complex B2B SaaS sales, multi-product solution selling, stakeholder mapping, business-case development, negotiation, and commercial approvals.
Ability to build executive relationships, navigate broad buying groups, and create momentum across longer sales cycles.
Ability to synthesize customer, market, product, and financial information into a clear recommendation.
Skill in territory planning, qualification, deal strategy, forecasting, and cross-functional orchestration.
Bachelor’s degree or an equivalent combination of relevant education and professional experience.
The ability to travel ~30%
IT WOULD BE NICE TO HAVE:
Experience selling multi-product solutions into healthcare or another regulated industry.
Experience engaging senior and executive buyers.
Experience using conversation-intelligence, sales-engagement, and approved AI productivity tools.
Additional Information
IN OFFICE REQUIREMENT:
Relias values collaboration and wants to ensure that our team members have opportunities to work with their teams regularly for professional development opportunities. Our flexible hybrid work environment requires that you live in the state of North Carolina, within a commutable distance to our office (~1-hour commute). You would be expected to work in our Morrisville, NC Headquarters (close to the Raleigh/Durham airport) approximately 30 days/quarter.
Relias is an Equal Opportunity Employer and a Drug-Free workplace
Relias is an Equal Opportunity Employer and a Drug-Free workplace. Relias welcomes and encourages app...

About Bertelsmann-Jobs

IT Services and IT Consulting · 1,001-5,000 employees · headquartered in Gütersloh, Nordrhein-Westfalen