Account Executive (Tech / SaaS)
About The Role The role owns the full sales cycle for mid-market and enterprise SaaS accounts: sourcing, qualifying, running technical and commercial evaluations, negotiating contracts, and closing revenue. You will operate at the intersection of product and customer value, translating platform capabilities like API integrations, data pipelines, and workflow automation into measurable business outcomes for buyers in engineering, IT, and operations roles.
Key Responsibilities
Own and manage a pipeline of 30-50 active opportunities from prospecting through close, with a quarterly quota target Run discovery, demos, and multi-stakeholder deal cycles involving CTOs, VP Engineering, procurement, and security review Build and execute account plans for named mid-market and enterprise accounts using intent data and outbound prospecting via LinkedIn Sales Navigator and Outreach Coordinate with solutions engineering to scope technical evaluations, PoCs, and security/procurement documentation Forecast weekly in Salesforce with accurate pipeline stages, next steps, and commit categories Negotiate commercial terms, pricing, and contract structures with legal and RevOps support Partner with customer success on smooth handoffs, onboarding milestones, and expansion opportunities What We Are Looking For 3-6 years of quota-carrying B2B SaaS sales experience with consistent attainment above 90% of target Proven ability to run complex, multi-threaded sales cycles with technical buyers (6-9 month cycles preferred) Hands-on fluency with Salesforce, Gong, Outreach, LinkedIn Sales Navigator, and standard forecast methodologies (MEDDICC or similar) Strong discovery and demo skills; able to speak credibly about APIs, integrations, and cloud architecture at a conversational level Excellent written communication for exec-level emails, mutual action plans, and business cases Bachelor's degree in business, computer science, or related field, or equivalent practical experience Bonus: experience selling developer tools, data infrastructure, or API-first products; existing network of mid-market SaaS buyers; prior startup (Series A-C) experience