Account Executive (Tech / SaaS)

About The Role

The role owns a book of mid-market and enterprise SaaS accounts: building pipeline, running discovery, negotiating contracts, and closing new and expansion revenue in a technical selling environment.

You will work closely with sales engineering and customer success to position an API-first platform against real technical objections — integrations, security reviews, procurement — and carry a quota that matters to the team's number.

Key Responsibilities

• Own the full sales cycle from prospecting through close for mid-market and enterprise accounts, including multi-threaded deal navigation across technical and economic buyers
• Build and maintain qualified pipeline through outbound prospecting, referrals, and marketing-sourced leads, meeting weekly activity and quarterly pipeline coverage targets
• Run structured discovery and product demonstrations tailored to each buyer's stack and use case, partnering with sales engineering on technical evaluations and POCs
• Manage commercial negotiations including pricing, procurement, security review, and legal redlines, with a target cycle time under 90 days
• Forecast accurately in Salesforce with weekly commit and best-case calls leadership can rely on
• Hand off closed accounts to customer success with clear success criteria, then hunt expansion and renewal opportunities within your base
• Feed product and marketing teams with competitive intel and win/loss insights from every deal

What We Are Looking For

• 3-5 years of full-cycle B2B SaaS sales experience with consistent quota attainment (100%+ in at least two years)
• Track record of closing $50K-$250K ACV deals in 60-120 day cycles with multiple stakeholders
• Comfortable selling to technical audiences — engineers, architects, and platform teams — and able to hold your own in a technical conversation
• Fluent with modern sales tooling: Salesforce, Outreach or similar sequencers, Gong, and LinkedIn Sales Navigator
• Strong written and verbal communication; disciplined discovery, mutual action plans, and clean CRM hygiene
• Bachelor's degree in business, a technical field, or equivalent practical experience
• Bonus: experience selling developer tools, infrastructure, or API-based products; familiarity with MEDDICC or similar qualification frameworks; existing book of relationships in the San Diego or Southern California tech ecosystem