Sales job descriptions

What is a Mid-Market Account Executive?

A Mid-Market Account Executive is a specialized sales role focused on serving mid-sized companies, typically those with annual revenues between $10 million and $1 billion. This professional acts as a strategic partner who understands the unique challenges and opportunities within the mid-market space, bridging the gap between small business and enterprise sales. They are experts in navigating complex sales cycles, building long-term relationships, and tailoring solutions that align with the specific needs of growing organizations.

What does a Mid-Market Account Executive do?

Mid-Market Account Executives are responsible for the full sales lifecycle targeting mid-sized companies. They proactively prospect and identify potential clients within their territory, conduct thorough needs assessments, and deliver customized product demonstrations. They develop and negotiate contracts, overcome objections, and close deals that drive substantial revenue. Additionally, they collaborate with internal teams like marketing and product development to ensure client success and retention, ultimately fostering growth within the mid-market segment.

Job Overview

As a Mid-Market Account Executive, you will drive revenue growth by acquiring and developing mid-market clients across various industries. This role requires a strategic hunter mentality with the ability to identify, qualify, and close new business opportunities while managing the full sales cycle. You will be responsible for building strong relationships with key decision-makers and positioning our solutions to meet their specific business needs in the competitive US market.

Mid-Market Account Executive responsibilities include:

1. Prospect, identify, qualify, and develop new mid-market accounts (typically companies with 200-2000 employees) 2. Manage the complete sales cycle from lead generation to contract negotiation and closing 3. Conduct thorough discovery calls and product demonstrations tailored to mid-market client needs 4. Develop and execute strategic account plans to exceed quarterly and annual revenue targets 5. Maintain accurate pipeline management and forecasting in Salesforce/CRM 6. Collaborate with marketing, SDRs, and solution engineers to optimize conversion rates 7. Build and maintain relationships with C-level executives and key decision-makers 8. Stay current with industry trends and competitive landscape to effectively position our solutions

Must-Have Requirements

1. 3+ years of full-cycle sales experience in mid-market SaaS or technology sales 2. Proven track record of exceeding quarterly quotas ($500K+ annual quota) 3. Experience managing complex sales cycles (3-6 months) with deal sizes $50K-$150K 4. Proficiency with Salesforce, Outreach, and LinkedIn Sales Navigator 5. Demonstrated ability to build pipeline through outbound prospecting 6. Strong presentation and negotiation skills with executive audiences 7. Bachelor's degree in Business, Marketing, or related field 8. Experience with MEDDIC or Challenger sales methodologies

Preferred Qualifications

1. Experience selling to specific verticals (financial services, healthcare, or manufacturing) 2. Background in CRM, marketing automation, or enterprise software solutions 3. Previous experience at a Series B+ startup with rapid growth trajectory 4. Familiarity with sales enablement tools like Gong, Chorus, or Clari 5. Advanced degree or professional sales certifications (e.g., CSP) 6. Experience working in hybrid remote/in-office sales environments 7. Knowledge of contract negotiation and legal documentation processes

Bonus Skills

1. Existing relationships with mid-market companies in your territory 2. Multilingual capabilities (Spanish particularly valuable in US market) 3. Experience with sales compensation plans exceeding $200K OTE 4. Demonstrated success in competitive displacement sales 5. Public speaking experience at industry events or trade shows 6. Strong social media presence and personal branding in sales community 7. Experience mentoring junior sales representatives or SDRs

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Mid-Market Account Executive job description