Account Executive

Role We’re looking for a high-velocity seller to drive net-new mid-market ARR. You’ll run end-to-end cycles for 25k–80k ACV deals (with the occasional six-figure win): prospecting into named accounts, partnering with BDRs and Marketing, running crisp discovery and tailored demos, and closing with discipline. Your job is to turn qualified interest into closed-won logos and set up land-and-expand momentum. You’ll work directly with the founding team to sharpen our MM playbook - messaging, demos, proposals, and competitive positioning - while keeping a steady drumbeat of monthly bookings. Responsibilities First week \- Ramp on our ICP, platform, pricing/packaging, roadmap, and competitors. \- Learn our sales process and CRM standards; align on qualification and forecast hygiene. \- Shadow discovery, demo, and proposal calls; review recent wins/losses for patterns. \- Draft an initial plan with a named account list and vertical theses First month \- Execute your plan: open qualified opportunities through a blend of self-sourced outbound and BDR-sourced leads. \- Run rigorous discovery and deliver tailored demos tied to measurable outcomes; document stakeholder maps and buying processes. \- Advance late-stage opportunities with mutual action plans; begin multi-threading beyond the initial champion. \- Provide tight feedback loops to founders/Product on messaging gaps, objections, and competitive intel. First 3 months and beyond \- Maintain healthy 3x+ coverage on near-term goals with qualified pipeline; deliver predictable, accurate forecasts. \- Consistently hit monthly bookings as you ramp; drive strong win rates on well-qualified opportunities. \- Win the majority of head-to-head cycles against named competitors on ICP accounts through sharp positioning and objection handling. \- Negotiate with discipline; balance speed and control to shorten sales cycles without unnecessary discounting. \- Collaborate with AM for airtight handoffs that preserve momentum and accelerate time-to-value. \- Help refine playbooks for MM prospecting, discovery, demos, proposals, and competitive takeout motions. About you \- Discovery and tailored demoing: you uncover pains quickly and translate them into crisp, value-led demos. \- Competitive execution: you handle objections and position effectively to win head-to-head. \- Qualification rigor: you run a structured process (MEDDICC or similar) and don’t waste cycles on bad fits. \- Negotiation and closing: you manage timelines, stakeholders, and commercial terms with control. \- Product/value fluency: you can explain the “why,” not just the “what,” to technical and business buyers. \- Coachability and continuous improvement: you test, measure, iterate; you keep clean data and strong forecast hygiene. \- Ownership mindset: you self-source pipeline when necessary, partner well with BDRs/Marketing, and run a tight process end to end. Qualifications \- 2–5+ years of quota-carrying AE experience in B2B SaaS with consistent attainment in mid-market segments. \- Proven success closing 20k–80k ACV deals, with some six-figure wins. \- Bonus : experience selling to compliance, financial services, or regtech; early-stage startup experience. Benefits \- 401k (100% match up to 6%) \- Healthcare, dental, vision, etc. \- Housing stipend if you live in FiDi