Account Executive, Mid Market
HighspotSales Enablement company
United StatesMid
D1 Capital Partners
ICONIQ Growth
Madrona Venture Group
Salesforce Ventures
B Capital Group
Sapphire
Sales & Account Management
About the role
TL;DR
Develop and manage sales opportunities for mid-market businesses.
- •We are looking for an experienced Account Executive (AE) for our mid market business.
- •The AE will develop, manage and close sales opportunities.
- •Key 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.
- •Maintain accurate account, opportunity, and forecast data within Salesforce and other internal forecasting tools.
- •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.
- •Strong customer-facing presence with the ability to negotiate effectively across Mid Market and Enterprise accounts.
- •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.
Required skills
SalesAccount ManagementCRMNegotiationSalesforce
Nice-to-have skills
Business DevelopmentB2B SalesChannel SalesLead GenerationMarket Analysis
Tech stack
Salesforce