Account Executive (Tech / SaaS)

About The Role

The role owns the full sales cycle for mid-market and enterprise SaaS accounts, from discovery through close, with a focus on solutions built around cloud infrastructure, APIs, and developer-facing workflows.

This is a quota-carrying position with direct revenue impact: the role shapes pipeline strategy, runs multi-threaded deal cycles with technical and economic buyers, and works closely with solutions engineering to land and expand accounts.

Key Responsibilities

• Own a territory of mid-market and enterprise accounts and manage the full sales cycle from prospecting to closed-won
• Run consultative discovery with technical buyers (CTOs, VPs of Engineering, Platform leads) and map pain points to product capabilities
• Build and maintain 3-4x pipeline coverage using outbound prospecting, inbound follow-up, and partner-sourced opportunities
• Coordinate demos, POCs, and security reviews with solutions engineering to advance deals through procurement
• Forecast accurately in Salesforce with weekly pipeline reviews, next steps, and risk mitigation for every open opportunity
• Negotiate commercial terms, pricing, and multi-year contracts within discount guardrails
• Partner with customer success post-sale to drive onboarding, expansion, and renewal outcomes

What We Are Looking For

• 3-6 years of quota-carrying B2B SaaS or technology sales experience with a consistent track record against target
• Experience selling to technical buyers or in developer-focused, API, or cloud infrastructure markets
• Proficiency with Salesforce (or similar CRM) and sales-engagement tools such as Outreach or Gong
• Strong discovery, multi-threading, and negotiation skills across 6-12 month deal cycles
• Excellent written and verbal communication; comfortable presenting to C-level audiences
• Bachelor's degree in business, a technical field, or equivalent practical experience
• Bonus: experience with MEDDIC/MEDDPICC, channel or partner-selling motions, or hands-on familiarity with APIs and cloud platforms