The Account Executive – Mid-Market is responsible for managing all stages of the sales cycle for mid-sized customers (typically $25k–$100k ACV). This role focuses on qualifying opportunities, delivering tailored product demonstrations, and negotiating contracts to consistently achieve quarterly revenue targets. The ideal candidate combines consultative selling skills with strong business acumen to understand each prospect’s unique pain points and position solutions that drive measurable value.

Working from both inbound leads and self-sourced opportunities, the Mid-Market AE collaborates closely with Sales Development Representatives, Solutions Engineers, and Customer Success teams to ensure a seamless handoff and successful onboarding. Regular forecasting, pipeline reviews, and strategic account planning are critical to maintaining visibility into deal progress and meeting or exceeding quota.

Key Responsibilities:

• Qualify and prioritize sales opportunities by conducting discovery calls to uncover business objectives, decision criteria, and budget
• Deliver personalized product demonstrations and ROI presentations that map features to customer outcomes
• Develop detailed proposals and quotes, negotiate pricing and contract terms, and close deals in line with company policies
• Maintain an accurate and up-to-date pipeline in the CRM, including deal stages, next steps, and forecasted close dates
• Collaborate with SDRs/BDRs to follow up on qualified leads and coordinate timely handoffs
• Partner with Solutions Engineers or Technical Consultants to scope proofs-of-concept and address technical questions
• Forecast quarterly bookings, participate in pipeline review meetings, and adjust strategies based on performance metrics
• Identify and cultivate expansion and cross-sell opportunities within existing accounts to drive additional revenue

Success in this role is measured by quota attainment, average deal size, sales cycle length, and forecast accuracy. Continuous improvement through call coaching, deal debriefs, and market research is expected to keep sales tactics aligned with evolving customer needs and competitive dynamics.

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