Principal Mid-Market Account Executive

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About the Opportunity – Principal Mid-Market Account Executive:

• This is a strategic individual contributor role designed for top-performing Mid-Market sellers who operate with enterprise-level rigor inside the Mid-Market segment.

  As a Principal Mid-Market Account Executive, you are expected to be a business partner to your customers, a strategist within your territory, and a standard-setter within the sales organization. You bring a repeatable, insight-driven approach to winning complex deals, and you elevate those around you through your execution and thinking.

  You will own a high-value Mid-Market territory and be responsible for driving durable revenue through account strategy, multi-threading, and disciplined deal execution, while also influencing broader sales excellence.

About the Team:

• You’ll be a part of a high-performing Mid-Market sales team focused on driving new business growth through disciplined outbound execution and consultative selling. This is a metrics-driven, high-activity environment where accountability, coaching, and continuous improvement are core to success. The team is deeply collaborative and plays a critical role in scaling pipeline, revenue, and repeatable sales performance across the organization.

What You’ll Do:

• End-to-end ownership of a strategic Mid-Market territory with clear coverage, segmentation, and whitespace strategy.
• Delivery of predictable, high-quality revenue across new business and expansion.
• Forecast accuracy at a high confidence level (commit discipline, low variance).
• Elevation of team standards through informal leadership, deal collaboration, and best practice sharing.
• Build and execute a multi-quarter territory strategy grounded in data, ICP alignment, and account prioritization Drive pipeline through account-based motions, executive outreach, and strategic prospecting (focused on quality and conversion, not volume alone).
• Lead deep, hypothesis-driven discovery that connects business objectives to measurable outcomes.
• Orchestrate multi-threaded deal cycles, building alignment across HR, TA, Finance, IT, Procurement, and executive sponsors.
• Develop and execute comprehensive deal strategies (stakeholder mapping, competitive positioning, risk mitigation, mutual close plans).
• Deliver executive-level narratives and business cases that quantify ROI and drive urgency.
• Navigate complex procurement, legal, and security processes with control and momentum.
• Identify and create expansion pathways early, positioning for land-and-expand success.
• Maintain exceptional pipeline hygiene, inspection readiness, and CRM discipline
• Partner cross-functionally to increase win rates and deal velocity.
• Act as a thought partner and mentor to peers on deals, discovery, and strategy.
What Differentiates a Principal Account Executive:
• You operate with strategic intent across your territory, not just deal-to-deal execution.
• You bring consistency and predictability quarter over quarter.
• You excel at executive selling and value articulation tied to business outcomes.
• You proactively identify, surface, and mitigate deal risk early.
• You demonstrate strong internal influence without formal authority.
• You improve team performance by raising the bar on deal quality and thinking.

What You Bring:

• 7–10+ years of quota-carrying SaaS sales experience.
• Sustained track record of top-tier performance (e.g., President’s Club, top 10–20%) in Mid-Market or Commercial segments.
• Demonstrated success closing complex, multi-stakeholder deals with meaningful ACVs.
• Advanced capability in territory strategy, account planning, and pipeline construction.
• High level of forecast accuracy and inspection rigor.
• Expertise in value-based, consultative sales methodologies (SPICED, MEDDICC, Command of the Message, or similar).
• Strong executive presence with the ability to influence VP and C-level stakeholders.
• Proven ability to self-inspect deals and continuously refine approach.
• High ownership, strong business acumen, and disciplined execution.

Preferred Experience:

• Experience selling SaaS in HR Tech, Talent Acquisition, or adjacent markets.
• Experience managing platform or multi-product sales motions.
• Exposure to land-and-expand strategies within Mid-Market accounts.