Lead Mid-Market Account Executive

Quick Facts

• Role: Drive new business sales revenue for a SaaS license model
• Sales motion: High-velocity, product-led for SMB and mid-market accounts
• Focus: Convert trials and product signals into paid, annual commitments; expand usage across teams

Description

You will own a consultative, multi-threaded product-led sales motion that starts with self-serve trials and product signals and moves into deals where buyers expand usage and convert to annual commitments. You’ll run efficient pipeline execution for a portfolio of SMB and mid-market prospects while using account and territory planning, prospect research, and CRM hygiene.

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 (IT, CIO/COO, HR/Legal, operations)
• Expand accounts by identifying new teams across IT, HR, Legal, Finance, and others and driving land-and-expand
• Manage high-volume, repeatable pipeline with disciplined forecasting and CRM hygiene
• Act as a trusted advisor by understanding request volume, support bottlenecks, and the customer’s tool stack; demonstrate how Flow reduces ticket queues
• Partner with existing ServiceNow customers to activate Flow using assists already owned
• Use product usage data, in-app signals, and customer feedback to time outreach, identify expansion opportunities, and inform product and go-to-market teams
• Coordinate the right specialists (solutions consultants, customer success, partners, marketing) during the deal

Requirements

• 5+ years of sales experience in a software/SaaS organization, with a track record in SMB or mid-market
• Experience running product-led or self-serve motions, including converting trial users and managing usage-based expansion
• Demonstrated success achieving or exceeding sales targets in a high-velocity environment
• Proven ability to produce new business, negotiate deals, and build relationships with senior leaders
• Ability to sell across Slack, Microsoft Teams, and ITSM/HR service workflows (or ability to ramp quickly)
• Experience integrating AI into work processes (using AI-powered tools, automating workflows, or analyzing AI-driven insights)
• Customer success mindset and ability to “win as a team”
• Ability to connect Flow to the customer’s broader IT and operations strategy

Benefits

• Base pay guideline: $100,440–$165,720, plus equity (when applicable) and variable/incentive compensation
• Competitive On Target Earnings (OTE) incentive compensation structure for sales roles
• Health plans, flexible spending accounts, 401(k) with company match, ESPP, matching donations
• Flexible time away plan and family leave programs

Additional Information

Work personas (flexible, remote, or required in-office) are assigned based on the role and location. Equal Opportunity Employer; accommodations available for the application process.