Account Executive (Tech / SaaS)

About The Role

The role owns a quota-carrying territory, managing the full sales cycle from first conversation to close for a cloud-based SaaS platform sold to mid-market and enterprise buyers.

You will work with technical and economic buyers across IT, engineering, and operations, translating product capabilities into business cases that drive revenue and durable customer relationships.

Key Responsibilities

• Own a full sales cycle for a defined territory, sourcing, qualifying, and closing new business against quarterly quota
• Run discovery, demos, and negotiations with technical and executive stakeholders, tailoring value propositions to each buyer's stack and priorities
• Build and manage pipeline in Salesforce, maintaining accurate forecasting, deal notes, and next steps
• Coordinate with solutions engineering and product teams to design proofs of concept and technical evaluations
• Negotiate commercial terms, contracts, and renewals in partnership with legal and finance
• Track and report on pipeline health, win rates, and deal progress to leadership in weekly forecasts
• Feed frontline market and competitive intelligence back to product and marketing to sharpen positioning

What We Are Looking For

• 3-6 years of quota-carrying B2B SaaS or technology sales experience with a track record of hitting or exceeding target
• Strong discovery and demo skills, including the ability to map product capabilities to technical use cases
• Hands-on with Salesforce (or similar CRM) and sales-engagement tools such as Outreach or Gong
• Comfortable engaging with both technical buyers (engineers, IT leaders) and economic buyers (VPs, CIOs)
• Excellent written and verbal communication; can craft a compelling business case and present it to senior stakeholders
• Bachelor's degree in business, a technical field, or equivalent practical experience
• Bonus: experience selling developer tools, cloud infrastructure, or API-based products; familiarity with MEDDIC, SPIN, or challenger sale methodologies