The mid market account executive will have full sales ownership of a mature, category defining product. You enjoy opening doors, asking difficult questions, following up consistently, building relationships that add value to our prospects, and converting interest into decisions.
Our client already has amazing credibility and understanding of their customers’ business like no other competing SaaS out there. Marketing support is in place, and you will walk into a role offering high quality leads and opportunities on day 1.
You will own the full new business sales cycle for mid-market and enterprise accounts, from prospecting through close. Average deals are $20K+ ARR, with sales cycles of approximately 3-6 months.
Working directly with the CEO, growth marketing, and Customer Success, you will help shape the sales approach and bring new customers onto the platform.
Travel includes 6-8 conferences annually, typically 2-3 days per event, with potential international travel.
Responsibilities
- Own the full new business sales cycle, including prospecting, discovery, demonstrations, proposals, negotiation, and closing.
- Generate pipeline through outbound calls, targeted outreach, referrals, existing customer relationships, and industry events.
- Understand each prospect’s operational challenges, buying process, and stakeholders, then deliver tailored demonstrations and a clear business case.
- Navigate complex deals involving corporate leaders, operators, franchisors, franchisees, and property teams, maintaining clear next steps and consistent follow up.
- Partner with marketing to improve campaigns and sales materials, and with Customer Success to support a smooth transition into onboarding.
- Represent our client at approximately 6-8 conferences annually, typically requiring 2-3 days away per event, with potential international travel.
- 4-7+ years of relevant B2B sales experience, with a background in SaaS and familiarity with hospitality, franchising, or organizations operating multiple locations.
- Proven track record of closing SaaS deals with $20K ACV minimum.
- Proven ability to create your own pipeline through cold calling, outbound prospecting, and relationship building, with the urgency and discipline to keep deals moving.
- Strong consultative selling, discovery, presentation, and negotiation skills, including experience navigating purchasing decisions involving multiple stakeholders.
- Bonus: Experience selling to hotel groups, franchisors, franchisees, or selling operations and workflow software.
- Based within approximately one hour of Wayne, Pennsylvania, or willing to relocate, with availability to work in the office 3 days per week.
- Must able to travel domestically or internationally for 6 to 8 conferences annually that typically last 2 to 3 per event.
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