Senior Mid-Market Account Executive
About the role
Accountabilities
Own the full sales cycle, from pipeline generation and prospecting through negotiation, close, and expansion.
Consistently deliver against monthly, quarterly, and annual revenue targets.
Build and execute a data-driven territory strategy covering named accounts, segmentation, prioritization, and penetration plans.
Generate high-quality pipeline through targeted outbound prospecting and account-based selling, with a focus on conversion efficiency rather than activity volume.
Conduct structured, consultative discovery to uncover business challenges, quantify their impact, and connect solutions to executive priorities.
Develop multi-threaded relationships across HR, Talent Acquisition, Finance, IT, procurement, legal, security, and executive teams.
Lead tailored product demonstrations and develop compelling business cases that communicate value, ROI, and differentiation.
Create and execute deal strategies incorporating stakeholder mapping, risk mitigation, mutual action plans, and close plans.
Navigate procurement, legal, security, and other complex buying processes while maintaining deal momentum.
Maintain accurate forecasts, strong CRM hygiene, and disciplined pipeline management.
Monitor deal health, proactively identify risks, and adjust sales strategies to improve win probability and predictability.
Partner with SDRs, Marketing, Solutions Consulting, and Customer Success to maximize pipeline quality, win rates, and customer value.
5–8+ years of quota-carrying SaaS sales experience.
Proven track record of consistently meeting or exceeding sales quotas in Mid-Market or Commercial segments.
Demonstrated success closing complex, multi-stakeholder SaaS deals with deal sizes aligned to Mid-Market sales motions.
Strong outbound prospecting and pipeline-generation capabilities, including evidence of self-sourced revenue.
Experience developing and executing territory and account plans.
Strong forecasting accuracy, pipeline discipline, and CRM management skills.
Ability to lead value-based, consultative sales processes; experience with frameworks such as SPICED, MEDDICC, or similar approaches is preferred.
Excellent communication, executive presence, negotiation, and presentation skills.
Strong business acumen, attention to detail, and a high-ownership approach to sales performance.
Ability to articulate business value at the executive level rather than focusing solely on product features.
Strong deal inspection and self-coaching capabilities, with the ability to identify risks and refine strategies independently.
Experience selling SaaS or HR technology is a plus.
Ability to operate autonomously while collaborating effectively with cross-functional teams.
A consistent, data-driven approach to performance, prioritizing quality pipeline and predictable conversion.
National U.S. base salary range of $81,689–$102,111 per year.
Additional compensation may include performance bonuses, equity, and a comprehensive benefits package.
Remote-first work environment with flexibility to work from where you are most productive.
Unlimited PTO based on a trust-oriented time-off approach.
Medical, dental, and vision coverage.
Learning and development programs, including training, mentorship, and professional development resources.
Virtual-first collaboration combined with regular in-person team meetups.
An inclusive workplace focused on belonging, collaboration, and equal opportunity.
Support and reasonable accommodations throughout the hiring process when needed.
Requirements
Benefits