Mid-Market Account Executive

About ChangeEngine: ChangeEngine is the AI-powered employee communication infrastructure that creates communications, not just sends them. One message becomes a branded email, a Slack post, a Teams message, an SMS, and a printed poster: designed, automated, measured, and triggered directly off the customer's HRIS. Here's the shift we are selling into. In the 2010s, every company wanted a centralized hub for employees to log in, build community, and recognize one another. Nowadays it is the exact opposite. Employees don't want to download another app. They have app fatigue. They aren't logging into intranets anymore, and like modern consumer marketing, they expect information to come to them exactly when they need it. So we built the layer underneath. Think of ChangeEngine as an air traffic controller and the glue between a company's comms, programs, and tools. We plug into their people data, then segment and send personalized communications to employees wherever they already are. We have 75+ HRIS and comms integrations, and we're live in 3-4 weeks. Another way to think about us: the Wizard of Oz. Most employees never know we exist because we brand the content for our customers and send it from their own domains. Where We Are Today: 150+ customers including Constellation Brands, e.l.f. Cosmetics, EōS Fitness, World Central Kitchen, Nextdoor, and Harness 4.9/5 Stars on G2, and won Highest Performer, Best Support, Best ROI, and Momentum Leader. Great Place to Work certified We're a Series A company backed by Threshold Ventures, Struck Capital, and Bonfire Ventures Our thesis on the market: HR and Internal Comms are where Marketing was 20 years ago. Back then, CMOs were doing manual mail merges, deduping lead lists, and reconciling data in spreadsheets. Then HubSpot, Eloqua, and Marketo showed up, and marketing finally got to prove its value. Internally, HR and Comms are still underserved and continue to borrow tools from Marketing. HubSpot is a customer of ours for exactly this reason: world-class at external marketing automation, but internally they were asking HR to export spreadsheets from Workday, upload them into HubSpot, and by then the data was already stale. The Role: You’ll focus on mid-market new business: qualifying, running discovery, building the business case, and closing. Our buyers are CHROs, Heads of Internal Comms, VPs of Marketing, and CIOs with an AI mandate. Your job is to run our sales motion harder and smarter than it has been, and to bring your own point of view on where it breaks down. Moderate travel is required, as we routinely meet up in person and send our team to conferences and events. You’ll sell an AI platform using an AI-native sales stack. We have built internal AI agents and skills that generate personalized prospect deliverables. Our CRM, email, calendar, call recordings, and product data are all wired into a single AI workspace. If you have been waiting for a company that actually gives you the tooling rather than telling you to "leverage AI," this is the seat. The right hire for us would have AI chops and be hungry to constantly improve our existing systems. Who You Are: 5 to 10 years in B2B SaaS sales, with at least 3 years carrying a closing quota in mid-market or enterprise. Consistent attainment, and you can walk through your last four quarters number by number You’ve consistently sold five-figure ACV deals with 60 to 120-day cycles into multi-stakeholder buying groups You’ve sold into HR, People, Internal Comms, or an adjacent non-technical business buyer, or you can make a credible case for why that transfer is fast Challenger by instinct. You reframe the problem rather than answering the RFP as written, and you are comfortable telling a prospect their current approach is the actual problem High EQ, strong at reading a room and a deal. You ask the hard qualifying questions early instead of hoping the forecast holds Comfortable with ambiguity, but you build process out of what works instead of relying on heroics You treat sales as a craft, not a job. You are compounding a network and a skill set, not just clearing a number The AI Bar: You should be able to walk us through, in specifics: Your own AI stack. Which tools, what you actually built with them, and what it replaced. Prompts and workflows you have written, not "I use ChatGPT for emails" AI in your prospecting. How you research accounts, generate hypotheses, and personalize at volume without producing obvious slop. We can tell the difference, and so can our buyers AI in your deal execution. Call analysis, business case modeling, mutual action plans, competitive prep, follow-up quality You will also be demoing AI features to buyers who are being pitched AI by every vendor they meet. Your credibility depends on being obviously more fluent than they are. What We Care About In This Role: Customer empathy. Our buyers didn't get into HR to chase employees down or become professional logistics people. Employees need 7 to 8 repetitions before a process becomes muscle memory, and HR has nowhere near the bandwidth to provide them. Understand that pain, and the deal mostly runs itself Urgency on time to value. We go live in 3 to 4 weeks. Sell like that matters, because it is our single sharpest wedge A real point of view on the market. You should be able to hold your own in the ecosystem without reading from a card Growth mindset with excellent listening. The best reps here are the best note-takers here Generosity. We hire givers. Everything you learn gets documented and shared to speed up the learning loop Compensation & Benefits: Competitive base salary Meaningful stock options Unlimited PTO Hybrid working out of our San Francisco office Health insurance with additional perks Headspace Care Global company offsites and/or team outings and retreats between the US, UK, and LatAm offices Modern tech equipment and a full AI tool stack provided #J-18808-Ljbffr Bonfirevc