Account Executive, Mid Market
New
This position is available either in-office or remote, as applicable, at the following locations: Arizona, Arkansas, California, Connecticut, Florida, Georgia, Idaho, Illinois, Maryland, Massachusetts, Michigan, Minnesota, Missouri, Montana, Nevada, New Hampshire, New Jersey, New York, North Carolina, Ohio, Oregon, Pennsylvania, South Carolina, Tennessee, Texas, Utah, Virginia, Washington, Washington D.C., WisconsinFull-TimeMiddle
Salary190,000 - 260,000 USD per year OTE
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Job Details
- Experience
- 4+ years
- Required Skills
- SalesforceCRM
Requirements
- 4+ years of successful software sales experience with a focus on value-based solution selling of CRM, Sales Enablement, Marketing Automation, or similarly complex, long-cycle business solutions.
- Proven ability to generate pipeline through an omni-channel, multi-threaded approach and consistently exceed sales targets.
- Experience driving expansion conversations and demonstrated ability to grow underutilized customers.
- Strong customer-facing presence with the ability to negotiate effectively across Mid Market and Enterprise accounts.
- Skilled at mapping complex business requirements to product use cases and articulating clear value to prospects and customers.
- Strong understanding and experience leveraging MEDDPICC framework as a sales qualification tool to assess opportunities.
- Able to work independently and as part of a team in a fast-paced, rapidly changing environment with a strong sense of urgency.
- Excellent verbal, written, and presentation skills with the ability to lead compelling product and value discussions.
- Proficient with Salesforce and experienced using modern sales tools such as Clari, Gong, LinkedIn, Salesloft, or ZoomInfo.
Responsibilities
- Develop, manage, and close a pipeline of qualified, often early-stage leads to achieve and exceed individual software quota targets.
- Own the full sales cycle—from initial outreach, qualification, discovery, demo, proposal, to negotiation and close—while consistently driving new ARR.
- Build deep account insights to identify pain points, goals, and expansion opportunities within existing customer organizations.
- Partner closely with Customer Success, Services, Sales Engineers, and Account Development teams to ensure value realization and to uncover additional revenue pathways.
- Meet regularly with customers and prospects, providing value at every interaction while managing both net-new and expansion motions.
- Drive and execute expansion discussions and agreements while maintaining high customer satisfaction.
- Maintain accurate account, opportunity, and forecast data within Salesforce and other internal forecasting tools.
- Quickly learn new products and clearly communicate differentiated value propositions to executives and key stakeholders.
- Develop strong, multi-threaded relationships with decision makers, influencers, and partners across assigned accounts.
- Understand and document customer goals, decision-making processes, budgets, and timelines to support both new business and expansion opportunities.
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