Job Description - Mid-Market Account Executive
Reports To: Director of Sales
Department: Sales
Location: Remote
Position Type: Full-Time
Position Summary
As a Mid-Market Account Executive at AxisCare, you will drive net-new revenue, expand existing accounts, and run efficient, high-velocity sales cycles with growing organizations in home care: established single-location agencies, emerging multi-location operators, and regional providers scaling their operations. You will own the full sales lifecycle, from prospecting and multithreaded discovery to negotiation with owners and executives, acting as a trusted advisor who translates AxisCare's capabilities into clear business ROI.
This role is built for a seasoned hunter who builds internal and external relationships, is energized by building pipeline from a blank page, and measures themselves against excellence, not quota alone.
What Defines an AxisCare Mid-Market AE
Our most successful sellers share a consistent set of traits. We are looking for someone who can raise the water table through their actions and results.
- MEDDPICC-Driven, Framework-Fluent: Runs every deal on MEDDPICC and draws on techniques found in Challenger, Command of the Message, Sandler, and SPIN to make AxisCare the clear choice.
- Multithreads by Default: Never single-threads a deal; builds relationships with owners, administrators, operations, finance, and office staff.
- Speaks Owner: Understands how agency owners and operators measure their business (margin, caregiver retention, cash flow, and growth) and engages them with confidence.
- Educated and Strategic: Knows the home-based care market and prioritizes accounts by growth, location count, and operational pain.
- Exceptional Listener: Listens more than they speak and hears what isn't being said.
- Creative and Persistent, Never Pushy: Finds new ways into accounts and earns every next meeting with value, not pressure.
- Highly Organized: Manages a high-volume territory and many concurrent sales cycles with precision.
- Leads and Follows: Takes command when the moment calls for it and defers when that better serves the outcome.
- Chases Excellence: Brings an aggressive, competitive mentality and is never satisfied with being good; studies wins and losses and holds a standard higher than any quota.
Key Responsibilities
- Territory & Account Planning: Build and execute a territory plan for net-new mid-market accounts and expansion, prioritizing targets by growth, location count, and buying signals.
- Pipeline Generation & Prospecting: Generate the majority of your own pipeline through outbound campaigns, industry events, and your professional network, partnering with BDRs and Marketing to uncover new and expansion opportunities.
- Multithreading & Stakeholder Engagement: Align the buying committee, building relationships with owners, administrators, operations, and finance leaders to position AxisCare as the platform that supports their growth.
- Discovery & Value Selling: Lead focused discovery with owners and operational decision-makers to diagnose business challenges, identify key stakeholders, and position AxisCare as a critical business driver.
- Demos & Solution Design: Deliver high-impact product demonstrations and partner with Implementation to scope tailored solutions.
- Negotiation & Closing: Manage pricing, contract, and security conversations to close multi-level agreements efficiently and consistently.
- Forecasting & CRM Discipline: Apply MEDDPICC to every opportunity and maintain accurate pipeline, deal stages, and weekly and quarterly forecasts in HubSpot, using Gong to inspect and strengthen deals.
- Cross-Functional Partnership: Work closely with Customer Success, Marketing, and Product to ensure a seamless handoff and strong long-term net revenue retention.
What We're Looking For (Minimum Qualifications)
- 3+ years of B2B SaaS sales experience, including 2+ years in a closing role targeting SMB or mid-market accounts.
- Track record of consistently closing five- and six-figure deals with sales cycles of 1 to 4 months while managing a high-volume pipeline.
- Experience selling into home care, home health, hospice, or post-acute care strongly preferred; experience selling to multi-location or franchise organizations a plus.
- Strong executive presence and owner-level communication and presentation skills.
- Strong financial and business acumen to build ROI models and business cases.
- High grit, resilience, intellectual curiosity, and self-management in a remote or hybrid environment.
- Deep proficiency in HubSpot, Gong, and a modern sales intelligence and engagement stack.
- Mastery of MEDDPICC, with working command of Challenger, Command of the Message, Sandler, and SPIN.
- Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent practical experience.
Working Conditions
Occasional travel, including overnight; daily use of a computer, Microsoft Office 365, CRM, HRIS, and email.
Compensation and Benefits
- Base salary plus commission (OTE TBD based on experience and skill level).
- Medical insurance premiums are covered in full for the employee (Medical, Dental and Vision)
- 401K with competitive company matching.
- Personal time off, sick leave, and holidays.
- Company will provide laptop and other needed computer equipment.
