Account Executive (Tech / SaaS)

About The Role

The role owns the full sales cycle for a B2B SaaS platform, from pipeline development through negotiation, close, and handoff to customer success. The product serves engineering and data teams, so success requires translating technical capabilities into business outcomes for buyers ranging from VPs of Engineering to CIOs. This is a quota-carrying role on a team that consistently overperforms.

Account executives here work a hybrid motion — inbound pipeline plus targeted outbound into named accounts — with strong marketing support, a proven sales methodology, and a comp plan that rewards overachievement without caps.

Key Responsibilities

Own a quota-carrying territory and manage the full deal cycle: discovery, demo, multithreading, negotiation, and close Run discovery calls that uncover pain across engineering workflows, data infrastructure, and tooling spend, then map solutions to measurable ROI Deliver tailored product demonstrations and coordinate technical evaluations (POCs) with sales engineering and the prospect's technical stakeholders Build and manage pipeline in Salesforce; maintain rigorous forecast accuracy and clean CRM hygiene for weekly pipeline reviews Negotate commercial terms with procurement, legal, and security review teams using MEDDPICC-framework deal strategies Partner with customer success to ensure smooth onboarding, reduce early churn risk, and identify expansion opportunities Feed frontline product and competitive intelligence back to product marketing and sales leadership What We Are Looking For 3-6 years of quota-carrying B2B SaaS sales experience with consistent attainment (100%+ of target in at least two years) Track record of closing mid-market or enterprise deals ($50K-$250K ACV) with 30-90 day sales cycles Fluency selling to technical buyers — engineers, engineering managers, and data leaders — or the ability to ramp quickly on technical concepts Hands-on experience with Salesforce (or comparable CRM), Outreach/Salesloft, Gong, and modern sales-enablement tooling Strong discovery, multithreading, and negotiation skills; comfortable running C-level conversations and building business cases Bachelor's degree in business, a technical field, or equivalent practical experience Bonus: experience with developer-focused or PLG-assisted sales motions, SQL knowledge, or prior experience as an SDR at a high-growth SaaS company