Account Executive (Tech / SaaS)
About The Role The role owns a book of mid-market and enterprise SaaS accounts: building pipeline, running discovery, negotiating contracts, and closing new and expansion revenue in a technical selling environment. You will work closely with sales engineering and customer success to position an API-first platform against real technical objections — integrations, security reviews, procurement — and carry a quota that matters to the team's number.
Key Responsibilities
Own the full sales cycle from prospecting through close for mid-market and enterprise accounts, including multi-threaded deal navigation across technical and economic buyers Build and maintain qualified pipeline through outbound prospecting, referrals, and marketing-sourced leads, meeting weekly activity and quarterly pipeline coverage targets Run structured discovery and product demonstrations tailored to each buyer's stack and use case, partnering with sales engineering on technical evaluations and POCs Manage commercial negotiations including pricing, procurement, security review, and legal redlines, with a target cycle time under 90 days Forecast accurately in Salesforce with weekly commit and best-case calls leadership can rely on Hand off closed accounts to customer success with clear success criteria, then hunt expansion and renewal opportunities within your base Feed product and marketing teams with competitive intel and win/loss insights from every deal What We Are Looking For 3-5 years of full-cycle B2B SaaS sales experience with consistent quota attainment (100%+ in at least two years) Track record of closing $50K-$250K ACV deals in 60-120 day cycles with multiple stakeholders Comfortable selling to technical audiences — engineers, architects, and platform teams — and able to hold your own in a technical conversation Fluent with modern sales tooling: Salesforce, Outreach or similar sequencers, Gong, and LinkedIn Sales Navigator Strong written and verbal communication; disciplined discovery, mutual action plans, and clean CRM hygiene Bachelor's degree in business, a technical field, or equivalent practical experience Bonus: experience selling developer tools, infrastructure, or API-based products; familiarity with MEDDICC or similar qualification frameworks; existing book of relationships in the San Diego or Southern California tech ecosystem