Lead Mid-Market Account Executive

Convert product-qualified leads from free trials and inbound requests into paid, annual commitments while owning a high-velocity product-led sales motion for SMB and mid-market accounts.

Quick Facts

• Role: Own new business sales revenue for a SaaS license model
• Focus: SMB and mid-market product-led, land-and-expand motion

Description

You’ll drive consultative, multi-threaded deals where buyers expand usage, add teams, and convert to annual commitments. Your work starts with self-serve trials and product signals, then uses account/territory planning and usage data to run efficient pipeline and shape outreach.

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 leaders, CIOs, COOs, HR/Legal, operations heads)
• Expand accounts by identifying new teams (IT, HR, Legal, Finance and others) and driving land-and-expand across departments
• Run a 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 the customer tool stack; demonstrate how Flow reduces ticket queues
• Partner with existing customers to activate Flow using assists they already own to reduce procurement friction and speed time to value
• Engage the right specialists (solutions consultants, customer success, partners, marketing) using product usage data, in-app signals, and customer feedback

Requirements

• 5+ years of SaaS/software sales experience with SMB or mid-market track record
• Proven experience running product-led or self-serve motions (trial conversion and usage-based expansion)
• Experience integrating AI into work processes, decision-making, or problem-solving using AI-powered tools or AI-driven insights
• Track record of new business generation, deal negotiation, and relationship-building with senior leaders
• Consistent record of achieving 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)
• Strong ability to build trusted relationships with clients and across internal teams
• Customer success mindset and experience working in a “win as a team” environment

Benefits

• Base pay range: $90,360–$149,100 plus equity (when applicable)
• Variable/incentive compensation; sales roles generally include competitive On Target Earnings (OTE)
• Health plans, flexible spending accounts, 401(k) with company match, ESPP, matching donations
• Flexible time away plan and family leave programs
• Compensation varies by geographic location and may change based on work location