As a Mid-Market Account Executive, you'll play a pivotal role in scaling our AI-driven SaaS business, driving revenue, and helping shape the future of the global market. You'll partner with technical and executive stakeholders to solve complex compliance challenges and help scale a high-growth, API-first business.
This role is ideal for a high-performing software seller who thrives in complex B2B SaaS environments, excels at hunting and closing multi-stakeholder deals ranging from $50K-$250K+ ARR, and can navigate enterprise buying processes across Finance, Tax, Product, and Engineering teams while clearly articulating ROI at the executive level.
What You'll Bring to the Team
- Proven track record as a Mid-Market Account Executive selling complex SaaS/API solutions into the C-Suite and senior executives.
- Experience with FinTech or API-first SaaS.
- Strong command of Salesforce for pipeline management and forecasting.
- Demonstrated ability to run structured, consultative sales cycles (MEDDPICC/SPICED).
- Skilled at building ROI-driven business cases and selling on value (not features).
- Exceptional communicator with the ability to engage both C-level executives and technical stakeholders.
- Highly coachable, curious, and motivated to continuously learn and refine your craft.
- Demonstrated ability to integrate AI tools into day-to-day sales execution and continuous improvement.
AI-Augmented Selling
- Account research: Use AI to rapidly synthesize public signals on prospective accounts- funding events, leadership changes, regulatory exposure, expansion into new markets. Arrive at every outreach and discovery call better prepared than the competition
- Opportunity analysis: Apply AI to audit your own deals- identifying MEDDPICC gaps, surfacing risks before forecast calls, and pressure-testing your close plan before it goes to your manager
- Call intelligence: Review your own call transcripts with AI to identify missed discovery questions, objection patterns, talk time balance, and coaching moments with a mindset of continuous self-improvement.
- Prospect identification: Use AI to systematically surface high-value accounts that match our ICP based on trigger events, hiring signals, tech stack, and compliance exposure- going beyond a static list
- Output quality: Draft tailored follow-up emails, business cases, and proposals faster and at a higher standard- using AI to sharpen the first draft, not replace the thinking behind it
Pipeline Generation
- Generate new pipeline through strategic outbound prospecting into key buyer personas (Tax, Finance, Product, Engineering etc.)
- Lead deals through a structured, enterprise SaaS sales process (Winning by Design SPICED or MEDDPICC).
- Build and deliver compelling, value-based pricing proposals.
- Quantify and present ROI with data-driven business cases and customer impact studies.
- Drive consultative discovery and position our API-first solution as the go-to platform for compliance.
Cross-Functional Collaboration
- Partner with internal teams to ensure a seamless buying journey and high-value customer outcomes.
- Operate autonomously, identifying pain points and tailoring our solutions to client-specific needs.
- Share insights from the field to influence sales strategy and go-to-market execution.
