About The Role
The Account Executive owns the full sales cycle for a cloud-based B2B SaaS platform, from account research and discovery through technical evaluation, negotiation, and close. The role sells to technology, operations, and business leaders who need to improve workflow automation, data visibility, and system reliability.
You will manage a defined territory and partner with solutions engineers, product marketing, and customer success to build qualified pipeline and win complex deals. Success means consistently creating new revenue, running disciplined sales processes, and connecting product capabilities to measurable business outcomes.
Key Responsibilities
- Build and manage a healthy pipeline through targeted outbound prospecting, inbound follow-up, referrals, and partner channels
- Run discovery calls with technical and business stakeholders to identify current-state workflows, pain points, buying criteria, and implementation requirements
- Deliver tailored product demonstrations that connect APIs, integrations, automation, analytics, and security capabilities to customer priorities
- Manage multi-threaded opportunities in Salesforce from qualification through close, maintaining accurate next steps, close dates, and forecast data
- Coordinate proof-of-concept evaluations, security reviews, procurement, and legal processes with solutions engineering and internal stakeholders
- Develop account plans for strategic prospects and engage executive sponsors, technical champions, and economic buyers throughout the sales cycle
- Partner with customer success to support handoff, define success criteria, and identify expansion opportunities after close
What We Are Looking For
- 3-8 years of quota-carrying B2B technology or SaaS sales experience, including ownership of full-cycle deals
- Proven track record of meeting or exceeding annual revenue targets in a consultative, multi-stakeholder sales environment
- Strong understanding of cloud software, APIs, SaaS integrations, data workflows, and common security or compliance requirements
- Hands-on experience with Salesforce or a comparable CRM, plus sales engagement and intelligence tools such as Outreach, Salesloft, or LinkedIn Sales Navigator
- Excellent discovery, presentation, negotiation, forecasting, and written communication skills
- Bachelor’s degree in business, technology, communications, or a related field, or equivalent professional experience
- Bonus: Experience selling developer tools, infrastructure, data platforms, cybersecurity, or workflow automation; familiarity with MEDDICC, SPICED, or another structured qualification framework