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