Purpose of the RoleWe are seeking a Middle Markets Sales Executive to grow AFS's presence among community banks, credit unions, and regional financial institutions - typically those with $5B to $20B in assets. This is a quota-carrying, new-logo-focused role for a consultative seller who thrives in a relationship-driven environment and can translate complex lending software capabilities into clear business value for mid-sized institutions navigating growth, modernization, and regulatory demands.
This position reports to the Chief Revenue Officer.
Scope and Core Responsibilities- Own a defined territory of community banks, credit unions, and regional lenders and develop a strategic account plan to meet or exceed an annual revenue quota of $750K-$1.5M ARR.
- Manage the complete sales cycle - prospecting, discovery, product demonstration, proposal, negotiation, and close - on deals typically ranging from 6 to 18 months in length.
- Identify and engage key decision-makers including Chief Lending Officers, CFOs, EVPs of Commercial Banking, and IT leadership at target institutions.
- Position the full AFS portfolio - AFSVision, IRIS, CRN, and the Pricing Dashboard - based on each prospect's commercial loan volume, growth goals, operational pain points, and technology maturity.
- Deliver compelling product demonstrations and ROI-focused presentations tailored to the budgets and priorities of mid-sized institutions.
- Collaborate with Sales Engineering and Implementation teams to scope solutions, answer technical due diligence questions, and support contract finalization.
- Maintain accurate pipeline records and forecasts in Salesforce, applying a consistent sales methodology throughout each opportunity.
- Build relationships in the middle markets lending community through regional banking associations, trade events (RMA, state banker associations, CUNA/NAFCU), and referral networks.
- Provide feedback to Product and Marketing on competitive positioning, pricing sensitivity, and feature gaps observed in the middle markets segment.
Qualifications- 3-6+ years of B2B software or SaaS sales experience, with a proven track record of meeting or exceeding quota.
- At least 2 years selling technology solutions to community banks, credit unions, or regional financial institutions, ideally in commercial lending, loan origination, or financial technology.
- Experience managing full-cycle deals with ACV in the $100K- $1.5M range and navigating multi-stakeholder buying processes.
- Ability to speak credibly with lending and operations professionals about commercial loan workflows, credit administration, and the regulatory environment (FFIEC, BSA/AML).
- Proficiency with Salesforce CRM; comfort with structured sales methodologies (MEDDIC, SPIN, Challenger, or equivalent).
- Strong presentation skills, with the ability to simplify technical concepts for non-technical audiences.
- Bachelor's degree or equivalent professional experience.
Preferred- Familiarity with commercial loan origination systems (LOS), loan management systems (LMS), or credit risk tools, and experience articulating their value to mid-sized lenders.
- Existing relationships with commercial lending leaders at community banks or credit unions in the $500M-$20B asset range.
- Experience selling hosted or private-cloud SaaS solutions, including navigating vendor due diligence and third-party risk management reviews.
- Background in or exposure to fintech, banking operations, or commercial credit - whether through prior sales roles or earlier career experience in financial services.
