Mid-Market Account Executive

Mid-Market Account ExecutiveWe're looking for a Mid-Market Account Executive to join us at a pivotal moment in our growth journey. You'll own the full sales cycle: generating pipeline, moving deals through the funnel, and landing new logos that become long-term customers.About StrellaStrella is reimagining market research with AI. Our platform conducts in-depth, AI-moderated interviews and transforms customer conversations into actionable insights in a fraction of the time of traditional research.We're building a new model for market research that combines the speed and scale of AI with the strategic expertise of world-class researchers. Our mission is to make high-quality customer understanding faster, more accessible, and more impactful for every business.Company HighlightsExplosive Growth: We've more than quadrupled our annual recurring revenue over the past year, demonstrating strong demand for a fundamentally better way to conduct research.Enterprise Traction: Trusted by leading brands including J.Crew, Chobani, DraftKings, and to uncover customer insights and inform critical business decisions.Strong Investor Backing: Raised capital from Bessemer Venture Partners to accelerate our mission of transforming the market research industry.Massive Market Opportunity: We're bringing AI-native technology to a $100B+ global insights industry, replacing slow, expensive research processes with a faster, more scalable approach.Building the Future of Research: We're expanding beyond software into a new model of full-service insights, combining AI-powered research with expert-led strategy. You'll be among the earliest hires helping shape this offering.What You'll DoGenerate Pipeline and Build RelationshipsRun outbound: Develop creative campaigns, test messaging and run multi-channel outreach (email, LinkedIn, calls)Own your pipeline: Build, maintain, and nurture your pipeline and target account listQualify rigorously: Qualify inbound and outbound leads so your time goes to the highest-value dealsBuild genuine relationships: Be a trusted advisor to prospects navigating a fast-changing research landscape, someone they turn to for guidance and honest adviceManage the Full Sales CycleLead discovery and demos: Uncover the prospect's goals, pain points, and decision process; Tailor demos to each prospect's use cases and teamMove deals with urgency: Manage a high volume of opportunities at once and keep each one moving toward a decisionRun successful pilots: Define clear success criteria upfront and partner with Customer Success to drive each pilot to a confident buying decisionMake the business case: Build ROI cases tied to the buyer's key KPIs and goalsForecast accurately: Call deal likelihood, contract value, and close dates with accuracyNegotiate and close: Structure contracts that are fair, scalable, and set accounts up for long-term growthSet customers up to succeed: Partner with Customer Success on smooth handoffs and scope upgrades that set accounts up to expandBuild the Mid-Market PlaybookPartner with leadership: Work closely with the Head of Growth on strategy, messaging, pricing, and sales opsClose the loop with product: Bring back customer learnings to keep improving our product and offeringShape the playbook: Help define what great looks like, how we scale, and how we improve funnel conversionKnow the market: Stay on top of competitor moves and market trends to sharpen messaging and objection handlingWho You AreYou've consistently hit or exceeded quota selling to Enterprises, ideally to insights or marketing teamsYou've sold SaaS, martech, or market researchYou've self-sourced deals and built your own pipelineYou thrive juggling many deals at once without letting details slipYou're naturally curious, great at discovery, and deeply customer-centricYou're hungry to own a number and for hunting new business and dealsYou're a good listener who builds genuine relationshipsYou're a creative problem solver who thinks on your feetWhy StrellaHuge greenfield market and early traction with top logosAn AI-native product that customers rave aboutMassive impact: join early and help shape the companyCompetitive salary, early equity, healthcare, flexible PTO, and a 401(k)Hybrid culture with high trust and low egoOpportunities to travel to conferences and meet key customers