Account Executive (Tech / SaaS)

About The Role

The role closes new business and expands existing accounts for a B2B SaaS platform used by engineering and data teams at mid-market and enterprise companies. The AE owns the full sales cycle from qualified opportunity through signature, including discovery, technical evaluations with solution engineers, procurement, and negotiation.

This is a quota-carrying role on a high-performing team with strong pipeline support from marketing and SDRs. Deals typically run 30-90 days, involve 3-6 stakeholders including CTOs and VPs of Engineering, and range from $30K to $250K in ACV with meaningful expansion potential.

Key Responsibilities

• Own the full sales cycle for new-logo and expansion opportunities, from discovery calls through contract signature
• Run consultative discovery to map customer pain points to platform capabilities across APIs, data pipelines, and integrations
• Lead multi-threaded deals with technical buyers, coordinating demo and proof-of-value stages with solution engineers
• Build and manage pipeline in Salesforce with rigorous forecast accuracy (within 10% monthly)
• Negotiate commercial terms with procurement, legal, and security review stakeholders
• Hit quarterly quota while maintaining healthy pipeline coverage of 3x or greater
• Feed product and competitive intelligence back to product marketing and leadership

What We Are Looking For

• 3-6 years of quota-carrying B2B SaaS sales experience with a consistent track record of attainment
• Experience selling to technical buyers (engineers, architects, CTOs) or in developer-focused products
• Strong discovery, multi-threading, and negotiation skills; comfortable leading executive conversations
• Fluency with Salesforce or a comparable CRM and modern sales tech stacks (Outreach, Gong, LinkedIn Sales Navigator)
• Track record of managing 30-90 day sales cycles with $30K+ ACV deals
• Bachelor's degree in a relevant field or equivalent practical experience
• Bonus: experience at a hyper-growth startup, familiarity with PLG motions, or a technical background (CS degree or coding experience)