Mid-Market Account Executive

Mid-Market Account Executive

Debt Book's Sales team is seeking a highly motivated and results-driven Mid-Market Account Executive eager to make an impact by helping mid-sized organizations modernize their treasury and accounting management. As a Mid-Market Account Executive, you will be responsible for executing Debt Book's Go-to-Market strategy within your assigned territory, focusing on building strong relationships with mid-market clients. Your primary objective will be to manage the full sales cycle and drive new business within the mid-market segment.

What You'll Do

• Own the full sales cycle from prospecting to closing, focusing on mid-market organizations.
• Exceed monthly, quarterly, and annual revenue targets within your assigned territory.
• Conduct engaging product demos for finance leaders and key decision-makers.
• Develop and maintain consultative sales relationships with executives, finance teams, and other key stakeholders.
• Collaborate with the marketing, SDR, and partnership team to build a pipeline in your given territory.
• Proactively prospect and generate leads through outreach, networking, and collaboration with the SDR team.
• Manage a healthy pipeline in Hub Spot CRM, keeping sales activities and forecasting up to date.
• Educate prospective clients on the value of Debt Book's product suite and how it can solve their financial management challenges.
• Work cross-functionally with marketing and sales teams to refine strategic initiatives and drive demand.
• Navigate procurement and contract negotiations to drive successful deal closures.
• Ensure a seamless transition to the Customer Success team for implementation and onboarding

What You Bring

• 4-6 years of experience in a consultative sales environment, preferably in SaaS.
• A proven track record of exceeding sales quotas in a net-new logo, full-cycle sales environment.
• Excellent storytelling and discovery skills with a talent for building trusted relationships and uncovering complex pain points.
• Experience in the financial software, Fin Tech, or public sector industries.
• A high degree of ownership and a relentless drive to build your own pipeline and business.
• Proficiency in CRM software (e.g., Salesforce) and pipeline management.

Bonus Points

• Experience selling to state, local government, higher education, or healthcare organizations.
• A background in accounting or finance.
• Experience with a land-and-expand sales motion.
• Familiarity with public finance accounting standards like GASB 87 and GASB 96.

Our "GOAT" Values

Grow Continuously

• We believe in continuous improvement, never accepting the status quo as good enough, and iterating to move quickly without compromising on quality.
• We are energized by the fast-paced rate of change that growth demands and see new challenges as opportunities for resilience and personal development.
• We are driven by curiosity to think creatively, innovate, and experiment, and we humbly incorporate lessons learned from success and failure along the journey.

Own Your Outcomes

• We hold ourselves accountable for exceptional effort, execution, reliability, professionalism, and results that add tremendous value for customers.
• We are all individual contributors, responsible for delivering value to our customers, team, and company with every action we take.
• As managers, we lead by example in both what we do and how we do it, and stay personally familiar with the work as we coach our teams.
• We follow through on our decisions and commitments with action.

Above & Beyond

• We create moments of magic, surprising and delighting our customers at every touchpoint.
• We run towards problems and enthusiastically jump in to help colleagues however we can be valuable.
• We take pride in proactively doing the extra little things that set us apart, even when no one…