Mid-Market Account Executive

New

SubmittableGrants management software

Location: Remote, USFull-TimeExecutive

SalaryThe on-target earnings (OTE) for this role are $136,000–$160,000, which includes base salary plus variable compensation tied to performance.

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Job Details

Have 3+ years of quota-carrying B2B SaaS sales experience, including closing new business through a full sales cycle.
Have experience qualifying and managing deals with a structured sales methodology such as MEDDPICC.
Have experience with outbound prospecting and building a self-sourced pipeline alongside inbound leads.
Have experience delivering product demonstrations and presenting pricing to buyers with different roles and priorities.
Have experience using a CRM such as Salesforce to manage pipeline and forecast accurately.
Experience with Gong, Salesloft, Nooks, or ZoomInfo is preferred.
Experience selling to foundations, nonprofits, corporations, or government agencies is preferred.
Organize time and pipeline to balance prospecting, active deals, and follow-up, and review metrics to adjust activity.
Write and speak clearly with prospects, tailor messages to their needs, and follow through on commitments.
Work with SDRs, Solutions Engineering, and Customer Success to share information and hand off new customers smoothly.

Own a quota for new business and customer expansion revenue, managing a mid-market pipeline to meet monthly, quarterly, and annual targets.
Build pipeline through self-directed outbound prospecting, inbound opportunities, and SDR-sourced opportunities.
Run the full sales cycle, including discovery calls, tailored product demonstrations, pricing proposals, negotiation, and contract signature.
Qualify and advance opportunities using MEDDPICC and Submittable's opportunity management practices.
Maintain accurate forecasts and current account, opportunity, and activity data in Salesforce.
Use the Sales team's tools, including AI-assisted workflows, to manage outreach and deal progress.
Respond to prospect and customer questions, partnering with Solutions Engineering and other teams when specialist input is needed.
Review sales metrics with the Sales Manager, share customer and vertical insights, and suggest improvements to sales plays and processes.
Maintain current Submittable Sales certifications and complete required training.

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