Who you are

• We are seeking account executives with 3-5 years of closing experience in a full-cycle sales role
• Experience in structured sales methodologies (e.g., MEDDPICC) and complex, multi-stakeholder deals is preferred
• Comfortable creating professional tension; You are willing to ask for next steps, timelines, and decisions. Not afraid to challenge customers respectfully, comfortable asking for the business
• High Ownership Mentality; You take full responsibility for their number and pipeline. You don’t wait for leads or direction but proactively solve problems and remove blockers
• Coachable and growth-oriented; You are open to feedback and apply it quickly with action. You actively participate in deal reviews and skill development, consistently refining their craft. Those that succeed here want to get better, not just get by
• Resilient and consistent; You show up every week with energy and discipline, maximizing your minutes. You don’t get derailed by losses or challenges; you focus on execution over emotion
• Organized and detail-oriented; You maintain clear next steps on every deal, keep accurate pipeline and forecast, manage multiple opportunities with structure. Those that succeed here create clarity, not chaos

What the job involves

• Our North American Mid Market sales team is focused on new logo acquisition. We currently have 6 net new account executives focused on pipeline creation and closing new business and we’re looking add a 7th and final team member
• Our team is operating in a high-growth phase with emphasis on building pipeline and market presence. We are fully supported through marketing and business development for demand generation, solution engineering for presales, product and implementation for delivery and onboarding, and executive leadership team alignment throughout the entire sales cycle
• We’re currently scaling the North American sales organization with coverage across Mid Market and Enterprise segments building a predictable, metrics-driven revenue engine with strong discipline, rigor, accountability, and continuous improvement
• Pipeline creation and territory ownership; Each AE owns a set of target accounts, and you’re expected to build consistent pipeline. While you are supported from a number of demand generation strategies, new opportunities are created and set to weekly pipeline standards with an alignment to quota coverage. This requires outreach and account engagement strategies
• Deal execution and control; AEs are required to lead opportunities from discovery through close with a clear structure. You maintain control of the deal with defined next steps and timelines leveraging a structured methodology with tools to help track, progress, and mitigate deal risk proactively (Salesforce, Gong, amongst others)
• Forecast accuracy and business ownership; AE’s maintain weekly forecast using Gong and Salesforce to categorize commit, best case, and pipeline. You’re expected to clearly articulate deal status, risk, and next steps by taking ownership of your business and communicating it effectively
• Executive-level selling; AE’s engage and build relationships with VP and C-level stakeholders, lead business-focused conversations, and align solutions to strategic priorities and business outcomes. Decision maker access, compelling reasons to change, and mutual plans to turn idea into reality
• Activity and execution standards; AE’s maintain consistent activity aligned to pipeline and coverage goals. You are expected to schedule and conduct high-quality meetings and advance opportunities through disciplined sales execution
• Deal review and coaching participation; AE’s participate in weekly deal reviews with clear preparation. You will present deals with structured thinking, clear risks identified, defined next actions, and apply feedback to continuously improve
• Cross-functional collaboration; AE’s work effectively with marketing, product, solution engineering, and implementation to ensure smooth transition from opportunity creation to onboarding. You will align internal resources to support deal success and do so with professionalism and command

Benefits

• Robust health coverage
• Extended parental leave
• Generous paid time off
• Accelerated learning paths
• Team Wellness Initiatives
• Company-wide Events
• Employee Resource Groups
• Recognition awards