Mid-Market Account Executive

This role requires candidates who are currently authorized to work in the U.S. without sponsorship, and C2C arrangements are not accepted. This role is remote. You must work PST hours and be located in Southern California.

Position Overview


We are seeking a results-driven Mid-Market Account Executive to own the full sales cycle for a multi-product software platform. This individual will be responsible for generating pipeline, conducting discovery, managing multiple stakeholders, negotiating agreements, and closing new business.

The ideal candidate has experience selling complex B2B SaaS solutions to mid-market organizations and is comfortable working in a fast-paced environment where messaging, positioning, and sales strategies continue to evolve. This role requires a consultative salesperson who can understand a prospect's business processes, identify operational and financial challenges, and recommend the appropriate solution.

Responsibilities

• Manage the complete sales cycle, including prospecting, discovery, solution development, negotiation, and closing.
• Sell multi-product software solutions to mid-market organizations.
• Develop and execute strategic outbound campaigns using customized messaging for multiple buyer personas.
• Build relationships with senior decision-makers, including CFOs, Controllers, finance leaders, operations leaders, and risk-management teams.
• Manage complex sales opportunities involving multiple stakeholders and departments.
• Generate new pipeline through outbound prospecting, referrals, partner relationships, and internally sourced leads.
• Conduct detailed discovery to understand each prospect's business processes, technology environment, challenges, and goals.
• Position solutions based on business value rather than individual product features.
• Maintain accurate opportunity, activity, and pipeline information within the CRM.
• Consistently meet or exceed revenue and new-logo acquisition targets.
• Collaborate with Marketing, Product, Partnerships, and Sales Development teams to improve messaging and go-to-market strategies.
• Share customer feedback and market insights to support product development and sales-process improvements.
• Test new outreach strategies, value propositions, and sales approaches while reporting on results.
• Develop strong product knowledge and serve as a trusted advisor throughout the sales process.

Qualifications

• Four to eight years of full-cycle B2B SaaS sales experience.
• At least two years of experience selling to mid-market customers.
• Demonstrated success carrying and meeting or exceeding an annual sales quota.
• Experience generating pipeline through outbound prospecting rather than relying exclusively on inbound leads.
• Proven ability to close new business and manage multiple active opportunities.
• Experience selling multi-module, platform-based, or technically complex solutions.
• Ability to manage sales cycles ranging from several weeks to several months.
• Strong discovery, presentation, negotiation, and objection-handling skills.
• Experience engaging multiple stakeholders within the same account.
• Strong business acumen and the ability to connect product capabilities to measurable business outcomes.
• Comfortable working in an evolving environment without a fully established sales playbook.
• Organized, coachable, collaborative, and accountable.
• Strong written and verbal communication skills.

Preferred Qualifications

• Experience selling financial technology, payments, credit, risk-management, accounts receivable, or financial operations software.
• Familiarity with ERP systems and enterprise software integrations.
• Experience selling to finance, accounting, credit, risk, or operational teams.
• Previous success in a high-growth software or technology company.
• Experience selling an initial product or service and later expanding the customer into a broader platform relationship.
• Proven record of strong quota attainment, sales awards, promotions, or top-team rankings.