About The Role
The Account Executive owns the full sales cycle for a technical SaaS platform, from account research and discovery through solution design, negotiation, and close. The role works with engineering, IT, security, and business stakeholders to connect complex product capabilities to measurable operational and financial outcomes.
You will manage a defined territory and portfolio of opportunities using structured qualification, forecast discipline, and consultative selling. The role matters because growth depends on translating technical value into durable customer relationships, predictable revenue, and successful expansion after the initial sale.
Key Responsibilities
- Build and manage pipeline across enterprise and mid-market accounts through targeted outbound prospecting, referrals, events, and inbound demand
- Run discovery with technical and business stakeholders to uncover workflow, infrastructure, security, and budget requirements
- Lead tailored product demonstrations and coordinate proof-of-concept evaluations with solutions engineers and customer success
- Manage opportunities in Salesforce using MEDDICC, MEDDPICC, or an equivalent qualification framework; maintain accurate next steps, close dates, and forecast categories
- Develop account plans, map buying committees, and build relationships with executives, IT leaders, developers, procurement, and security teams
- Negotiate pricing, terms, and multi-year agreements with support from legal, finance, and sales leadership
- Partner with customer success to transition closed-won accounts, identify expansion opportunities, and document customer goals and adoption requirements
What We Are Looking For
- 3-8 years of B2B software or SaaS sales experience, including ownership of full-cycle opportunities and quota attainment
- Demonstrated success selling technical products to IT, engineering, data, security, or business operations teams
- Strong command of consultative discovery, value-based selling, negotiation, and forecast management
- Experience using Salesforce or a comparable CRM, along with sales engagement and account intelligence tools such as Outreach, Salesloft, Gong, or 6sense
- Ability to explain technical concepts clearly without overstating product capabilities; comfortable collaborating with solutions engineers and product teams
- Bachelor’s degree in business, technology, communications, or a related field, or equivalent professional experience
- Bonus: Experience selling cloud infrastructure, developer tools, cybersecurity, data platforms, APIs, or workflow automation; Minneapolis-based candidates or experience managing remote territories