Lead Mid-Market Account Executive

Quick Facts

• Own new business sales revenue for a SaaS license model
• Drive product-led sales for SMB and Mid-Market accounts
• Convert product signals and self-serve trials into annual commitments

Description

You’ll run a high-velocity, product-led sales motion that starts with self-serve trials and product signals and evolves into consultative, multi-decision-maker deals. You’ll expand accounts through land-and-expand across teams while maintaining disciplined pipeline, forecasting, and CRM hygiene. You’ll also use AI-enabled workflows and customer insights to position how the solution reduces request volume and ticket queues.

Responsibilities

• Convert product-qualified leads from free trials, Slack and Teams installs, and inbound requests into paid, annual commitments
• Build relationships with multiple decision-makers and influencers across IT, operations, HR, Legal, and other teams
• Identify new teams to expand usage and drive land-and-expand across departments
• Run an efficient, repeatable pipeline in a high-volume environment with disciplined forecasting and CRM hygiene
• Act as a trusted advisor by understanding request volume, support bottlenecks, and existing tool stacks
• Partner with existing platform customers to activate the product using available assists and reduce procurement friction
• Identify the right specialists and support resources at the right moment using usage data, in-app signals, and customer feedback

Requirements

• Experience integrating AI into work processes, decision-making, or problem-solving using AI-powered tools
• 5+ years of sales experience in software or SaaS, focused on SMB or Mid-Market
• Demonstrated experience running product-led or self-serve sales motions and converting trials
• Proven ability to manage usage-based expansion
• Track record of building trusted relationships with clients and internal teams
• Ability to produce new business and negotiate deals with senior leaders at fast-moving companies
• Consistent achievement of or exceeding sales targets in a high-velocity environment
• Comfort selling across Slack, Microsoft Teams, and ITSM/HR service workflows (or ability to ramp quickly)
• Ability to connect the product to the customer’s broader IT and operations strategy
• Customer success mindset and experience working in a “win as a team” environment

Benefits

• Base pay guideline: $90,360 - $149,100, plus equity (when applicable), variable/incentive compensation, and benefits
• Health plans, flexible spending accounts, 401(k) with company match, ESPP, matching donations
• Flexible time away plan and family leave programs