Mid-Market Account Executive (New Brunswick, NJ)The Elevator PitchAs a Mid-Market Account Executive on our field sales team, you will directly advance this mission by expanding into new, small and medium-sized businesses (SMBs), building pipeline, and achieving individual revenue targets. You will work a shared territory alongside an Account Executive, running a high-velocity, consultative sales motion that turns new logos into trusted Evolv customers. The ideal candidate is a proactive, curious seller who thrives on outbound prospecting, builds trust quickly, closes deals efficiently, and is eager to keep building their craft.
Success in the Role:Within 30 Days - Build a strong relationship with the Account Executive in your territory.
- Become knowledgeable about Evolv's products and be competent in speaking to the value proposition for small and medium-sized business customers across our target verticals.
- Develop relationships with key internal partners (Business Development Representatives, Pre-Sales and Deployment teams), and external partners (Channel, etc).
- Understand Evolv's sales process and MEDDPICC, and how to apply them to shorter, high-velocity mid-market sales cycles.
- Learn the shared-territory rules of engagement, including account ownership, lead routing, and opportunity handoffs.
Within 90 Days - Prospecting: Develop a plan to target high-potential SMB accounts within your portion of the shared territory, coordinating with fellow Account Executives and the Business Development team to ensure new market engagement without account overlap.
- Channel development: Develop a plan for working with channel partners to source and co-sell SMB opportunities. This will be continuous and benchmarked monthly.
Within 6 Months- Client acquisition: Create new opportunities, qualify, and understand deal barriers to progress opportunities. Demonstrate consistent outbound prospecting across your assigned accounts and generate 10 new opportunities per month.
- Forecast accurately: Your forecasting will be benchmarked every month and evaluated by push counts on each opportunity. If deals continuously push without reason, then we will need to retrain on forecasting process.
- Qualify and understand deal blockers to progress opportunities: You will be evaluated by sales stage duration. If deals are not moving forward in stage in Salesforce, then we will have 1:1 evaluation per opportunity to create a path moving forward.
- Achieve sales targets for your portion of the shared territory.
The Work: What will you be doing?Sales & Renewal Execution - Partner with your Account Executive to develop and execute a territory plan within your shared territory to achieve or exceed quota.
- Full sales lifecycle ownership, including prospecting, deal progression, closing, and renewal partnership.
- Prospect, qualify, and nurture new opportunities through outbound outreach (phone, email, social, and events) to build a strong pipeline of SMB customers.
- Conduct discovery, needs analysis, solution scoping, and ROI development.
- Deliver compelling presentations and demos (primarily virtual, with onsite as needed).
- Navigate mid-market deals with a small group of decision-makers, typically with shorter sales cycles.
- Lead commercial negotiations through close, escalating non-standard terms to sales leadership.
- Support renewals and expansion with existing customers.
Cross-Functional & Channel Collaboration - Partner closely with Solutions Engineers, Business Development, Inside Sales, Field Marketing, and Channel Management to support deal creation and progression.
- Work with channel partners to source and co-sell SMB opportunities, ensuring alignment on target markets.
- Collaborate with fellow Account Executives to uphold shared-territory rules of engagement, including account ownership, lead routing, and opportunity handoffs.
- Collaborate with Customer Enablement, Pre-Sales, and Deployment teams to support customer onboarding and long-term success.
Operational Excellence - Maintain accurate CRM hygiene and forecasting through Salesforce.
- Represent Evolv at regional trade shows, conferences, and customer events as appropriate to your territory.
- Manage the full sales lifecycle: prospecting → qualification → evaluation → negotiation → close → renewal handoff.
Skillset That Drives Success - 2-4 years of experience selling to small and medium-sized businesses (SMBs) or within a similar high-velocity B2B sales environment.
- Ability to progress opportunities through each stage of the sales cycle.
- Familiarity with, or strong interest in, developing channel partner relationships to generate new business.
- Consultative selling expertise: deep listening, value alignment, and solution-oriented problem-solving.
- Experience selling software-enabled hardware solutions is preferred.
- Comfort presenting to business owners and senior decisionmakers, including C-suite stakeholders at small and medium-sized businesses.
- Skill in preparing and delivering persuasive presentations and ROI models.
- Strong negotiation skills and the ability to overcome objections effectively.
- Accurate monthly and quarterly forecasting paired with disciplined CRM practices.
- Ability to manage a high volume of concurrent opportunities across shorter sales cycles.
- Full sales lifecycle ownership, including prospecting, deal progression, closing, and renewal partnership.
- Prior B2B sales experience with a record of meeting or exceeding targets (preferred).
What is the leadership like for this role?You will be joining the North America, East Sales Region. You will report to our Vice President for the East Region and share a territory with an Account Executive.
Where is the role located?Location: You'll share a sales territory with an Account Executive covering New York City, Long Island, New Jersey, Pennsylvania, and Delaware.
Central New Jersey is the preferred home base, particularly the New Brunswick-Edison area. We'll also consider exceptional candidates based elsewhere in the territory.
You must live within 30 miles of a major airport. You'll work with customers virtually and travel throughout the territory for in-person meetings as needed.
Travel: Travel demands will fluctuate with customer engagement, trade shows, and your territory strategy, and may reach up to 60%. Because some customer operations run outside normal business hours, flexibility for occasional nights, weekends, and holidays may be required.
Compensation and Transparency Statement The base salary range for this full-time position is $71,000-$119,000. In addition to base salary, this role offers a competitive variable comp plan, equity, and a comprehensive benefits package. This range reflects our commitment to pay transparency and equity, in alignment with applicable state laws. Our compensation ranges are determined based on factors such as role, level, location, market benchmarks, and internal equity. The posted range represents the good-faith estimate of what we expect to pay for this role across U.S. locations. Actual compensation within the range will be based on the candidate's skills, experience, education, and geographic location.
In accordance with state and local pay transparency laws-including those in California, Colorado, Massachusetts, New York, New Jersey, and others-we disclose salary ranges in all job postings and provide additional information upon request.
During the hiring process, your recruiter will share:
- The specific salary range for your preferred location
- A general overview of our benefits and equity offerings
- Insights into how compensation decisions are made, including factors that influence starting pay
We are committed to fair pay practices, and we regularly review our compensation programs to ensure they are competitive, equitable, and aligned with our values.
BenefitsAt Evolv, we're on a mission to help make public spaces safer through innovative security technology. So, we're looking for future teammates who embody our values, people who:
- Do the right thing, always;
- Win together; and continue to
Our Benefits Include:
- Equity as part of your total compensation package
- Medical, dental, and vision insurance
- Flexible Spending Accounts (FSA)
- A 401(k) plan (and 2% company match)
- Flexible Paid Time Off (PTO)- take the time you need to recharge, with manager approval and business needs in mind
- Quarterly stipend for perks and benefits that matter most to you
- Tuition reimbursement to support your ongoing learning and development
