Account Manager - Mid-Market Expansion

Job Description

Job Description

About the Opportunity

Our client, a fast-growing SaaS company using AI to transform how finance teams operate, is hiring an Account Manager for their Mid-Market Expansion team. This is a direct hire role based in Houston, TX, selling into mid-market companies (under $1B in revenue) across North America.

If you're a value-based seller who loves owning the full sales cycle — from prospecting through close — and gets energized by working directly with finance leaders and C-level executives, this role is built for you.

Why This Role

You'll own end-to-end sales cycles within an established mid-market territory, partnering with CFOs, Controllers, and finance leaders to show how AI-powered finance solutions can streamline and modernize their operations. You'll work alongside a global, high-performance team at a company recognized for both innovation and rapid growth.

This isn't a pure farming or pure hunting role — you'll do both. Expect a mix of expansion within existing accounts and new business development inside your territory.

What You'll Do

• Manage a portfolio of mid-market accounts and run full-cycle sales motions: prospecting, discovery, demo coordination, business case development, negotiation, and close
• Serve as a consultative, trusted advisor to finance leaders and executive stakeholders
• Conduct discovery to understand customer pain points, then build tailored roadmaps and business cases for finance transformation
• Consistently hit monthly sales targets and MRR quotas through disciplined pipeline management and accurate forecasting
• Execute the sales process and playbook with precision
• Partner cross-functionally with Solutions Engineering, Customer Success, Marketing, and Product to drive customer outcomes
• Travel regionally (~40%) to meet customers on-site and represent the company at user groups, trade shows, and industry conferences

What You Bring

• 5–10 years of full-cycle sales experience in a value-based selling model, preferably in SaaS or IT Services & Consulting
• Proven track record of prospecting, consultative selling, and closing complex deals with C-level executives (CFOs, VPs of Finance, Controllers preferred)
• Familiarity with value-selling frameworks (MEDDIC, Challenger, Force Management, Command of the Message, or similar)
• Strong executive presence and ability to build and sustain strategic relationships at the senior level
• Excellent written, verbal, and presentation skills
• Willingness and ability to travel up to ~40% to client sites and industry events
• Bachelor's degree in Accounting, Finance, Business, Sales, or a related field

Bonus Points For

• Background selling into Office of the CFO, ERP-adjacent, FP&A, or finance automation tools
• Experience selling AI-powered or automation SaaS solutions

Compensation & Benefits

• Competitive base salary + uncapped performance-based commission
• Stock option opportunities for top performers
• 401(k) with company match
• Comprehensive medical, dental, and vision benefits
• Wellness resources and programs
• Paid parental leave
• Paid company holidays + flex holidays
• Quarterly team events, outings, and a high-energy, collaborative culture