Account Executive (Tech / SaaS)

About The Role

The role owns a book of mid-market and enterprise SaaS accounts end-to-end: prospecting, running multi-threaded sales cycles, negotiating contracts, and expanding revenue post-close.

You will sell a cloud-based platform to technical and economic buyers — CTOs, VPs of Engineering, and RevOps leaders — where credibility with technical audiences and disciplined pipeline management directly drive quota attainment.

Key Responsibilities

• Own and grow a $1M+ annual quota across new business and expansion within a defined territory
• Run full-cycle sales: discovery, demos, multithreaded stakeholder management, security/procurement review, and negotiation to close
• Build and maintain a healthy pipeline in Salesforce and Outreach, keeping stage data, next steps, and forecasts accurate for weekly calls
• Deliver product demonstrations tailored to technical use cases, coordinating solutions engineers for deeper evaluations and POCs
• Develop account plans for top prospects and existing customers, mapping buying committees and identifying expansion opportunities
• Partner with marketing and SDRs on outbound plays, ABM campaigns, and event follow-up to generate qualified pipeline
• Track and report pipeline health, forecast accuracy, and win/loss insights to sales leadership monthly

What We Are Looking For

• 3-6 years of full-cycle B2B SaaS sales experience with consistent quota attainment (110%+ preferred)
• Experience selling to technical buyers or into engineering, data, or IT organizations
• Hands-on proficiency with Salesforce (or similar CRM) and sales engagement tools like Outreach or Gong
• Strong discovery and demo skills; comfortable running calls with CTOs, VPs, and directors
• Track record of managing $25K-$250K ACV deals across 30-90 day cycles
• Excellent written communication — clear emails, crisp proposals, tight follow-ups
• Bonus: experience with a developer-facing or API-first product, MEDDIC/MEDDPICC training, or existing network in a vertical the team sells into