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Mid-Market Account Executive job description

A Mid-Market Account Executive is a sales professional specializing in identifying, pursuing, and closing deals with mid-sized businesses, utilizing a consultative approach to meet and exceed sales targets.

Alexandros Pantelakis
Alexandros Pantelakis

HR content specialist at Workable, delivering in-depth, data-driven articles to offer insights into industry and tech trends.

Use this Mid-Market Account Executive job description template to advertise open roles for your company. Be sure to modify requirements and duties based on the unique needs of the role you’re hiring for.

What is a Mid-Market Account Executive?

A Mid-Market Account Executive is a key sales role focused on generating new business within the mid-market segment. This role demands a strategic approach to identify potential clients, understand their needs, and propose solutions that align with their goals.

The executive must navigate complex sales cycles, engage with multiple stakeholders, and leverage a consultative selling style to close deals effectively.

What does a Mid-Market Account Executive do?

A Mid-Market Account Executive drives growth by securing new clients in the mid-market space, managing a comprehensive sales process. They conduct market research, engage with prospects through discovery calls, and demonstrate product value through presentations and demos.

By addressing customer challenges with tailored solutions, they close deals that contribute significantly to revenue. This role requires collaboration with internal teams, such as Business Development and Solution Consultants, to ensure a seamless transition from sales to implementation.

The executive maintains a detailed record of sales activities in Salesforce, ensuring accurate forecasting and strategic planning.

Mid-Market Account Executive responsibilities include:

  • Acquiring new business and selling solutions to companies with more than 200 employees
  • Managing the full sales cycle from prospecting to closing
  • Responding to qualified inbound lead requests
  • Maintaining an accurate sales pipeline in Salesforce

Job brief

Seeking a dynamic Mid-Market Account Executive with a proven track record in SaaS sales.

In this role, you’ll target new business opportunities within the mid-market segment, managing the entire sales cycle from prospecting to closure. You’ll demonstrate our platform’s value through engaging demos, negotiate contracts, and work closely with internal teams to meet customer needs.

Ideal candidates are results-driven, with strong technical and business acumen, ready to exceed sales targets and contribute to our rapid growth.

Responsibilities

  • Acquire new business and sell solutions to companies with over 200 employees.
  • Hit and exceed quarterly and annual new business targets.
  • Identify and research target accounts for new pipeline generation.
  • Respond to inbound lead requests within the territory.
  • Manage the full new business sales cycle.
  • Work with Solution Consultants for custom integrations and implementation plans.
  • Negotiate commercial terms and manage the legal and procurement process.
  • Create customer-facing presentations, proposals, and RFPs.
  • Maintain an accurate pipeline in Salesforce.
  • Build and maintain an active referral network.
  • Attend Talent Acquisition events, conditions permitting.

Requirements and skills

  • 3-5+ years in SaaS/technology sales, with a consistent record of meeting/exceeding quotas.
  • Ability to manage complex sales with multiple stakeholders in large organizations.
  • Excellent knowledge of Salesforce.
  • Strong commitment to customer delight.
  • Helpful, with the ability to listen and present value-based solutions.
  • Bonus: Recruiting Industry / HCM Experience and an extensive US network.

Frequently asked questions

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