Mid Market Account Executive

Avante is the enterprise AI platform for benefits teams. Benefits is one of the most complex, high-stakes functions in any company, and Avante’s purpose-built agents take on end-to-end benefits work, from checking vendor contracts against claims to preparing leadership reports to helping employees use and understand their benefits. Samsung Semiconductor, Real Chemistry, Zscaler and News Corp use Avante today to keep costs in check, support employees across the globe, and get more from their benefits investment.

You'll own the full deal, from first conversation through signature, and land new logos like Calix, Personify, Datavant, and Real Chemistry. Deals run $50K to $150K in ACV, move faster than enterprise, and involve smaller buying groups: typically a Head of Benefits or Total Rewards as champion, an HR or finance executive as economic buyer, and an IT or security reviewer.

Your hardest job is explaining how Avante differs from the ben admin platform, the decision support tool, and the point solutions buyers already own. Avante replaces none of them. It's the intelligence layer that connects them. Most of your pipeline will be direct, and when a broker or consultant is in the deal, you'll work alongside them without losing the buyer relationship.

This role reports to the Director of Sales. We're hiring someone 3–6 years into a quota-carrying career who is ready to own a full patch and a full cycle, with a path toward larger accounts as Avante scales.

• Own a named mid-market patch end-to-end. Build the territory plan, prioritize accounts, run the cycles, and close the business.
• Generate your own pipeline. Work with Sales Development on outbound, and run your own research, outreach, and follow-up on your patch.
• Run a fast, focused cycle. Move from discovery to demo to proposal with a mutual plan and dates the buyer agrees to. Identify the champion, economic buyer, and security reviewer early.
• Sell the closed-loop story. Teach buyers what benefits intelligence is, why the loop between Carly and Ava matters, and why purpose-built agents beat generic AI bolted onto legacy systems.
• Run sharp demos and proofs of value. Partner with Sales Engineering to get customers live in about 30 days.
• Forecast with discipline. Keep a clean pipeline, use MEDDPICC or equivalent scaled to deal size, and bring risks forward early.
• Use AI daily. Research accounts, draft outbound, prep meetings, and turn call transcripts into next steps with tools like Claude and Granola. If you're a traditional AE who occasionally tries ChatGPT, this isn't the right seat.
• Adapt as we grow. Your patch, playbook, and deal size will evolve, and you should welcome that.

• 3–6 years of quota-carrying SaaS sales experience, with at least 2 years closing new-logo deals at $50K+ ACV
• A track record of hitting or exceeding quota while managing many concurrent opportunities
• Experience building your own pipeline through outbound prospecting
• Experience selling to HR, Benefits, or Finance buyers, with the presence to engage a Head of Benefits or a CFO
• Comfort selling a new type of product where you have to teach the buyer what it is first
• Active, hands‑on use of AI in your selling motion
• A methodical approach to pipeline, forecast, and qualification (MEDDPICC or equivalent)

Nice to Have

• Experience selling into benefits, HR tech, or healthcare to self-funded employers
• Experience selling AI-native or data-intensive platforms
• Relationships with benefits leaders or the brokers and consultants who advise mid‑market employers
• Early‑stage startup experience helping build the playbook

The compensation for this role is $250,000-$300,000 OTE
. Where you land in that range depends on your experience, your…