About The Role
The Account Executive owns the full sales cycle for a cloud-based SaaS platform, from qualifying technical and business requirements through discovery, product demonstrations, security review, negotiation, and close. The role sells to technology, operations, and executive stakeholders evaluating software for workflow automation, data integration, and enterprise-scale deployment.
You will manage a defined territory and pipeline, build multi-threaded relationships within target accounts, and partner with solutions engineers, customer success, marketing, and product teams to turn qualified opportunities into recurring revenue. Success requires commercial discipline, technical curiosity, and the ability to connect product capabilities to measurable business outcomes.
Key Responsibilities
- Manage the end-to-end sales process in Salesforce, including prospecting, discovery, demonstrations, mutual action plans, forecasting, negotiation, and close
- Build and maintain a qualified pipeline across mid-market and enterprise accounts using outbound prospecting, inbound demand, referrals, and partner channels
- Lead discovery with business and technical stakeholders to document current workflows, integration requirements, security concerns, and success criteria
- Deliver tailored product demonstrations that show how APIs, data integrations, automation, analytics, and platform controls address customer requirements
- Coordinate proof-of-concept evaluations, technical validation, procurement, legal, and information-security reviews with internal and customer teams
- Forecast accurately by stage, close date, deal risk, and next step; provide clear updates on pipeline coverage and revenue attainment
- Partner with customer success to define implementation expectations, handoff requirements, expansion opportunities, and long-term account strategy
What We Are Looking For
- 3-8 years of quota-carrying B2B software sales experience, including experience selling SaaS, cloud infrastructure, data platforms, cybersecurity, or developer tools
- Track record of meeting or exceeding new-business quota in mid-market or enterprise accounts with measurable annual recurring revenue results
- Strong command of consultative and value-based selling, including qualification frameworks such as MEDDICC, MEDDPICC, SPICED, or equivalent
- Ability to discuss APIs, integrations, cloud architecture, data workflows, security requirements, and technical implementation considerations with credibility
- Hands-on experience with Salesforce or a comparable CRM, sales-engagement platforms, forecasting tools, and account intelligence systems
- Excellent written, verbal, presentation, negotiation, and executive communication skills; comfortable running structured meetings with multiple stakeholders
- Bachelor’s degree in business, technology, communications, or a related field, or equivalent professional experience
- Bonus: Experience selling to engineering, IT, data, security, or operations teams; familiarity with AWS, Azure, GCP, REST APIs, SQL, identity and access management, or enterprise procurement processes