Mid-Market Account Executive

Reports To:

Director of Sales

Department:
Sales

Location:

Remote

Position Type:
Full-Time

As a Mid-Market Account Executive at Axis Care, you will drive net-new revenue, expand existing accounts, and run efficient, high-velocity sales cycles with growing organizations in home care: established single-location agencies, emerging multi-location operators, and regional providers scaling their operations. You will own the full sales lifecycle, from prospecting and multithreaded discovery to negotiation with owners and executives, acting as a trusted advisor who translates Axis Care’s capabilities into clear business ROI.

This role is built for a seasoned hunter who builds internal and external relationships, is energized by building pipeline from a blank page, and measures themselves against excellence, not quota alone.

Our most successful sellers share a consistent set of traits. We are looking for someone who can raise the water table through their actions and results.

• MEDDPICC-Driven, Framework-Fluent:
  Runs every deal on MEDDPICC and draws on techniques found in Challenger, Command of the Message, Sandler, and SPIN to make Axis Care the clear choice.
• Multithreads by Default:
  Never single-threads a deal; builds relationships with owners, administrators, operations, finance, and office staff.
• Speaks Owner:
  Understands how agency owners and operators measure their business (margin, caregiver retention, cash flow, and growth) and engages them with confidence.
• Educated and Strategic:
  Knows the home-based care market and prioritizes accounts by growth, location count, and operational pain.
• Exceptional Listener:
  Listens more than they speak and hears what isn’t being said.
• Creative and Persistent, Never Pushy:
  Finds new ways into accounts and earns every next meeting with value, not pressure.
• Highly Organized:
  Manages a high-volume territory and many concurrent sales cycles with precision.
• Leads and Follows:
  Takes command when the moment calls for it and defers when that better serves the outcome.
• Chases Excellence:
  Brings an aggressive, competitive mentality and is never satisfied with being good; studies wins and losses and holds a standard higher than any quota.

• Territory & Account Planning:
  Build and execute a territory plan for net-new mid-market accounts and expansion, prioritizing targets by growth, location count, and buying signals.
• Pipeline Generation & Prospecting:
  Generate the majority of your own pipeline through outbound campaigns, industry events, and your professional network, partnering with BDRs and Marketing to uncover new and expansion opportunities.
• Multithreading & Stakeholder Engagement:
  Align the buying committee, building relationships with owners, administrators, operations, and finance leaders to position Axis Care as the platform that supports their growth.
• Discovery & Value Selling:
  Lead focused discovery with owners and operational decision-makers to diagnose business challenges, identify key stakeholders, and position Axis Care as a critical business driver.
• Demos & Solution Design:
  Deliver high-impact product demonstrations and partner with Implementation to scope tailored solutions.
• Negotiation & Closing:
  Manage pricing, contract, and security conversations to close multi-level agreements efficiently and consistently.
• Forecasting & CRM Discipline:
  Apply MEDDPICC to every opportunity and maintain accurate pipeline, deal stages, and weekly and quarterly forecasts in Hub Spot, using Gong to inspect and strengthen deals.
• Cross-Functional Partnership:
  Work closely with Customer Success, Marketing, and Product to ensure a seamless handoff and strong long-term net revenue retention.

• 3+ years of B2B SaaS sales experience, including 2+ years in a closing role targeting SMB or mid-market accounts.
• Track record of consistently closing five- and six-figure deals with sales cycles of 1 to 4 months while managing a high-volume pipeline.
• Experience selling into home care, home health, hospice, or post-acute care strongly preferred; experience selling to multi-location or franchise organizations a plus.
• Strong executive presence and owner-level communication and presentation skills.
• Strong financial and business acumen to build ROI models and business cases.
• High grit, resilience, intellectual curiosity, and self-management in a remote or hybrid environment.
• Deep…