Sr. Account Executive (Mid Market) - US (San Jose)

Position Title: Sr. Account Executive (Mid Market) – US

About the Role

Great selling isn't about talking more. It's about understanding better.

The best Account Executives don't just demonstrate products. They uncover meaningful business problems, ask thoughtful questions, challenge assumptions, and help customers make confident buying decisions.

At Avoma, we're building AI-powered technology that helps sales teams do exactly that — have better conversations, coach more effectively, understand their pipeline, and ultimately win more business.

We're looking for an experienced Mid-Market Account Executive who understands the craft of selling and wants to help bring Avoma to more revenue teams across the US.

You'll own the complete sales cycle, from discovery and product demonstrations to stakeholder alignment, negotiations, and closing. You'll work with sales leaders and revenue teams who are actively looking to improve how they operate.

Here's what makes this opportunity interesting:

• Meaningful inbound demand: The majority of your pipeline will come from inbound-generated opportunities, giving you a strong foundation to build upon.

• Room to create your own success: You'll also actively build a portion of your own pipeline through thoughtful, targeted prospecting and relationship-building.

• Clear ownership: You'll own your revenue targets, manage your business, and be accountable for your results.

• A product you understand: You'll sell technology that addresses challenges you've likely experienced firsthand as a sales professional.

• An opportunity to make an impact: Beyond closing deals, you'll help shape how Avoma sells, learns, and grows.

This isn't a role where you'll spend your entire day cold prospecting. But it also isn't a role where you can simply run demos and wait for customers to buy.

We're looking for someone who can convert existing demand, create new opportunities, and consistently turn great sales conversations into revenue.

This is a high-impact opportunity for someone who takes pride in their sales craft, thrives on ownership, and wants to grow with an ambitious AI company.

About Avoma

Avoma is an AI-powered meeting assistant and conversation and revenue intelligence solution built for customer-facing teams. We automatically capture, summarize, and analyze conversations to unlock insights that drive better decisions, faster execution, and stronger customer relationships.

We're a venture-backed, fast-growing startup with 1,200+ paying customers, building at the intersection of AI, productivity, and revenue intelligence.

What You'll Own (Outcomes & Impact)

1. Own Your Revenue Number

• Own and consistently work toward achieving and exceeding your revenue targets.

• Manage the full sales cycle, from initial discovery through product demonstrations, stakeholder engagement, negotiations, and closing.

• Develop a deep understanding of customer needs, business priorities, and buying processes.

• Build compelling business cases that connect Avoma's capabilities to measurable business outcomes.

• Maintain a healthy, well-qualified pipeline with clear next steps and realistic close dates.

• Take accountability for revenue outcomes, not simply sales activity.

Your success will be measured by the business you close, the quality of your pipeline, and the consistency of your execution.

2. Convert Inbound Interest Into Customers

The majority of your pipeline will be supported by inbound-generated opportunities, allowing you to focus meaningful time on understanding customer needs and closing business.

• Engage prospects who have expressed interest in Avoma and understand what prompted them to explore a solution.

• Conduct thoughtful discovery to uncover challenges related to sales productivity, coaching, customer conversations, and revenue visibility.

• Deliver relevant, personalized demonstrations that show how Avoma can solve real business problems.

• Navigate evaluations, address objections, build consensus, and guide prospects toward confident buying decisions.

• Maintain strong follow-up discipline and momentum throughout the sales process.

• Collaborate with Marketing and other teams to continuously improve lead quality, conversion rates, and the buyer experience.

Our goal isn't simply to run more demos. It's to turn genuine customer interest into lasting customer relationships and revenue.

3. Create Your Own Pipeline & Opportunities

While inbound demand will support a significant portion of your business, we believe strong Account Executives also know how to create opportunities.

• Actively build and maintain a meaningful portion of your own pipeline through self-sourced opportunities.

• Identify and prioritize high-potential Mid-Market accounts that fit Avoma's ideal customer profile.

• Build relationships with CROs, VPs of Sales, Sales Managers, Revenue Operations leaders, and other relevant stakeholders.

• Execute thoughtful, personalized outreach using email, LinkedIn, calls, referrals, and other relevant channels.

• Leverage account research, buying signals, and AI-powered tools to make prospecting more targeted and effective.

• Develop repeatable prospecting habits that create a predictable flow of qualified opportunities.

We're not looking for someone who measures prospecting success by the number of emails sent. We're looking for someone who knows how to start meaningful conversations with the right buyers.

4. Master the Craft of Consultative Selling

• Run discovery conversations that uncover the real problems behind a prospect's initial request.

• Ask insightful questions, listen carefully, and challenge assumptions when appropriate.

• Sell business outcomes rather than relying on feature comparisons or generic product pitches.

• Navigate multiple stakeholders, understand decision criteria, and build alignment around the value of Avoma.

• Handle objections and competitive evaluations with preparation, confidence, and sound judgment.

• Create urgency by helping buyers understand the cost of inaction, rather than relying on artificial pressure.

• Continuously sharpen your discovery, demonstration, negotiation, and closing skills.

We believe the best sellers don't push customers into decisions. They help customers make better ones.

5. Build a Predictable, Data-Driven Sales Motion

• Understand your conversion rates, pipeline coverage, sales velocity, and deal economics.

• Identify stalled opportunities early and take proactive steps to move deals forward.

• Use Avoma's own AI-powered conversation intelligence capabilities to review calls, improve execution, and identify opportunities for coaching.

• Experiment with AI and automation to improve account research, meeting preparation, follow-ups, and sales productivity.

• Share customer insights, competitive intelligence, and feedback with Sales, Marketing, and Product teams.

• Help refine messaging, playbooks, and processes as the company grows.

We want AEs who understand their numbers, learn from their conversations, and continuously improve how they sell.

How You Work (Mindset & Craft)

• You're a salesperson at heart. You genuinely enjoy understanding customers, solving business problems, and earning the right to win their business.

• You're curious before you're persuasive. You ask thoughtful questions, listen carefully, and seek to understand before presenting a solution.

• You take ownership. You don't wait for someone else to create momentum. You take responsibility for your pipeline, your deals, and your results.

• You're a strong closer. You know how to build trust, navigate objections, align stakeholders, and move opportunities toward a decision.

• You're proactive, not reactive. You make the most of inbound demand while consistently creating opportunities of your own.

• You're disciplined with your numbers. You know what's in your pipeline, what is likely to close, and what needs attention.

• You care about the craft. You review your calls, seek feedback, learn from losses, and continuously improve your approach.

• You're AI-native. You're excited about using AI to make sales professionals more effective, and you actively experiment with tools that improve your own productivity.

• You thrive in a collaborative environment. You enjoy learning from teammates, sharing what's working, and contributing to a high-performance sales culture.

• You act like an owner. You care about building a great business, not just hitting your number for the month.
  

What Success Looks Like in This Role

• You consistently achieve or exceed your revenue targets after ramp.

• You effectively convert inbound-generated opportunities into paying customers.

• You b]]>