Account Executive (Tech / SaaS)

About The Role The role owns the full sales cycle for mid-market and enterprise SaaS accounts, from first discovery call through contract signature and handoff to customer success. Deals are consultative and multi-stakeholder: the AE acts as a solutions advisor first, mapping technical requirements to the product and building the business case for CFOs, VPs of Engineering, and RevOps leaders. The role owns the full sales cycle for mid-market and enterprise SaaS accounts, from first discovery call through contract signature and handoff to customer success. Deals are consultative and multi-stakeholder: the AE acts as a solutions advisor first, mapping technical requirements to the product and building the business case for CFOs, VPs of Engineering, and RevOps leaders. This is a revenue-critical seat on a growing sales team. The role directly drives new ARR, works closely with sales engineering and product on deal strategy, and shapes how the company expands into new segments and territories. Key Responsibilities Own the full-cycle sales process for a named book of business: prospecting, discovery, demo coordination, proposal, negotiation, and close Run structured discovery calls with technical and economic buyers to map pain points, buying committees, and evaluation criteria Build and maintain a healthy pipeline in Salesforce, with accurate forecasting updated weekly and forecast calls with sales leadership Partner with sales engineering to deliver tailored demos, security reviews, and technical validation for complex deals Develop mutual action plans and multi-thread relationships across champion, economic buyer, and executive stakeholders to keep deals moving Negotiate commercial terms with procurement and legal, working within deal desk guardrails to protect margin and contract quality Collaborate with customer success on clean handoffs and identify expansion opportunities within existing accounts What We Are Looking For 3-6 years of quota-carrying B2B SaaS or technology sales experience, with consistent attainment of or above 100% of quota Proven track record closing mid-market or enterprise deals ($25K-$150K+ ACV) with 3+ month sales cycles Strong discovery and qualification skills (MEDDICC, MEDDPICC, or Challenger methodology experience preferred) Fluency with Salesforce or a comparable CRM, Gong/Chorus, and modern sales enablement tooling Ability to converse credibly with technical buyers about APIs, integrations, and security requirements - no engineering background required, but technical curiosity is Excellent written communication, including business cases, ROI summaries, and proposals for executive audiences Bonus: Experience selling developer tools, data infrastructure, or platform products; existing book of relationships in a target vertical #J-18808-Ljbffr