Account Executive (Tech / SaaS)

About The Role

The role owns the full sales cycle for mid-market and enterprise SaaS accounts: sourcing pipeline, running discovery, managing multi-threaded evaluations, and closing new business against quarterly targets.

This seat matters because it is the revenue engine — the team sells a data-platform product to technical buyers (VPs of Engineering, Data, and Ops), so the role pairs classic deal craft with the ability to hold credible conversations about APIs, integrations, and infrastructure.

Key Responsibilities

Own a $1.5M+ annual quota across new-logo mid-market and enterprise accounts, from prospecting through close Run full-cycle sales: discovery calls, product demos, multi-stakeholder evaluations, security/procurement reviews, and negotiation Build and manage pipeline in Salesforce, maintaining rigorous forecast accuracy and stage hygiene Coordinate with solutions engineers and product teams to scope technical requirements, POCs, and integration plans Develop territory plans and run targeted outbound via Outreach, LinkedIn Sales Navigator, and events Negotiate commercial terms (pricing, MSAs, renewals) within deal-desk guardrails and close contracts Feed win/loss insight back to product and marketing to sharpen positioning and roadmap priorities What We Are Looking For 3-6 years of full-cycle B2B SaaS sales experience with consistent quota attainment Track record selling to technical buyers or into engineering, data, or infrastructure teams Fluency with CRM and sales tools (Salesforce, Outreach, Gong, LinkedIn Sales Navigator) Strong discovery, demo, and negotiation skills; comfortable running multi-threaded enterprise deals Excellent written communication — crisp emails, business cases, and proposals that move deals forward Bachelor's degree in business, a technical field, or equivalent practical experience Bonus: experience selling developer tools, data infrastructure, or API-based products; existing Bay Area or SaaS buyer network; familiarity with MEDDICC or Challenger methodologies