About The Role
The role owns the full sales cycle for a B2B SaaS platform serving mid-market and enterprise customers — from pipeline qualification through negotiation, close, and post-sale expansion.
The role matters because revenue is the lifeblood of a well-funded technology company: account executives convert qualified pipeline into contracted ARR, build relationships with technical and economic buyers, and lay the groundwork for renewals and account growth.
Key Responsibilities
• Manage the full-cycle sales process from discovery and demo through proposal, negotiation, and close using MEDDICC or a comparable qualification framework
• Own and grow a named territory, hitting quarterly new-business and ARR targets
• Run product demonstrations and discovery calls tailored to technical stakeholders (heads of engineering, IT, and data teams)
• Build multi-threaded relationships with economic buyers, champions, and procurement to advance complex deals
• Maintain accurate pipeline forecasts and CRM hygiene in Salesforce, including stage progression, close dates, and deal notes
• Partner with solutions engineering, customer success, and marketing to move accounts through evaluation and ensure smooth handoffs post-signature
• Deliver quarterly business reviews and identify expansion opportunities within existing accounts
What We Are Looking For
• 3-8 years of full-cycle B2B SaaS sales experience with a consistent record of quota attainment
• Experience selling to technical buyers or into engineering, IT, or data organizations
• Strong command of Salesforce or a comparable CRM, plus sales engagement tools (Outreach, Gong, or similar)
• Demonstrated ability to run structured discovery, deliver compelling demos, and negotiate contracts in the $50K-$250K range
• Excellent written and verbal communication; comfortable presenting to VP and C-level audiences
• Bachelor's degree in business, a technical field, or equivalent practical experience
• Bonus: experience with a developer-focused product, usage-based pricing models, or having sold into a startup/scale-up customer base