About The Role
The role owns the full sales cycle for mid-market and enterprise SaaS accounts, from prospecting through close, renewal, and expansion. It sits at the intersection of revenue and customer relationships: qualifying technical buyers, running discovery with engineering and operations stakeholders, and structuring deals that customers actually renew.
This is a high-ownership role on a well-resourced team. Account executives here work a defined territory with strong pipeline support, a proven product in a competitive SaaS category, and clear comp plans that reward both new logos and net expansion.
Key Responsibilities
Own and grow a book of mid-market and enterprise accounts, hitting quarterly ARR targets across new business and expansion
Run full-cycle sales: prospect, qualify, demo, negotiate, and close via Zoom, phone, and on-site visits
Conduct technical discovery with stakeholders across IT, operations, and finance to map product value to customer pain points
Build and manage pipeline in Salesforce and Outreach, maintaining accurate forecasts, MEDDICC notes, and stage hygiene
Partner with solutions engineers and product teams to scope POCs and pilot programs that convert to contracts
Drive renewals and upsells by monitoring product usage data, health scores, and executive business reviews (QBRs)
Feed win/loss insights and competitive intel back to product and marketing to sharpen positioning
What We Are Looking For
3-6 years of full-cycle B2B SaaS sales experience (AE or senior CSM with closing experience)
Consistent track record of hitting or exceeding quota, with references to back it up
Comfortable selling to technical buyers and running multi-threaded, committee-based deals
Hands-on with Salesforce, Outreach or similar sequencing tools, Gong, and modern sales tech stacks
Strong discovery, negotiation, and demo skills; able to present to VP and C-level audiences
Bachelor's degree in business, a technical field, or equivalent practical experience
Bonus: experience selling developer tools, API platforms, infrastructure, or data products; MEDDICC certification; existing network in the Phoenix or Southwest tech ecosystem