Mid-Market Account Executive

Responsibilities

Manage full-cycle consultative sales deals for a B2B SaaS platform, ranging from prospecting to closing. Coordinate with internal teams and lead technical discovery while building strategic customer relationships.

Requirements

Requires at least 4 years of full-cycle sales experience with a focus on six-figure deals in high-growth environments. Candidates must demonstrate proficiency in consultative selling, pipeline development, and knowledge of generative AI technologies.

Skills

• B2B SaaS Sales
• Consultative Sales
• Pipeline Prospecting
• Technical Discovery
• Generative AI
• Agentic AI
• Stakeholder Management
• Value-based Selling
• Full-cycle Sales
• Product Certification

About this role

About the Role
Join a lean sales team at a growth-stage B2B SaaS company, selling a platform and AI capabilities to mid-market SaaS and services organizations. You will own complex, consultative sales from prospecting through close and help build strategic customer relationships.
What You'll Do
Manage full-cycle deals typically ranging from $100,000 to $200,000 or more, using a value-based, consultative, multi-threaded sales approach.
Build pipeline with SDR and marketing partners, while self-sourcing 20% to 30% of pipeline through targeted account prospecting.
Win strategic customers across SaaS and services, including implementation partners, consultancies, digital marketing firms, and IT services businesses.
Develop deep platform and AI product expertise, complete product administration certification, and lead technical discovery with customers.
Coordinate stakeholders across post-sales, customer success, and services leadership.
Share customer, market, and product feedback with leadership as new use cases and sub-verticals emerge.
What We're Looking For
At least 4 years of full-cycle sales experience, including closing six-figure deals in early-stage or high-growth environments.
Experience selling complex, consultative solutions with multiple stakeholders and sales cycles of approximately six months or longer.
A track record of self-sourcing pipeline and prospecting into target accounts.
Experience selling to SaaS and services businesses, including implementation providers, consultancies, digital marketing firms, and IT services companies.
Ability to manage relationships across post-sales, customer success, and services teams.
Fluency in generative AI and agentic AI, ideally including experience selling AI products or features.
Ability to build strong product knowledge and lead customer-facing technical discovery.
Compensation & Benefits
Base salary is $90,000 to $110,000 annually, with OTE (on-target earnings, base plus variable) of $180,000 to $220,000. Visa sponsorship is not available.
Location
Hybrid role based in San Francisco, California. Candidates should be within a 30-minute commute of the office.