Mid-Market Account Executive

Mid-Market Account Executive

This role offers the opportunity to drive growth across the mid-market segment in a fast-moving AI technology environment. You will own the full sales cycle, from self-sourced prospecting and discovery through negotiation, closing, and customer handoff. A major focus will be building your own pipeline through creative, high-quality outbound campaigns and strategic account research. You will manage complex, multi-stakeholder buying processes while maintaining the pace and urgency of a high-performing hunter.

The role combines consultative selling, business-case development, technical curiosity, and the ability to translate AI capabilities into measurable business outcomes. You will work across marketing, sales, customer success, product, operations, and technical teams to uncover opportunities and accelerate adoption. This is an ideal opportunity for an experienced B2B SaaS closer who thrives on ownership, experimentation, and creating meaningful revenue impact.

Accountabilities:

• Build and manage a high-quality outbound pipeline across target mid-market accounts using cold email, phone, Linked In, personalized video, account research, trigger-based outreach, and creative campaigns.
• Own the complete sales cycle, including prospecting, qualification, discovery, product demonstrations, business-case development, security reviews, negotiation, legal and procurement coordination, closing, and customer handoff.
• Lead multi-stakeholder sales processes by identifying champions, economic buyers, technical evaluators, security teams, and procurement stakeholders, then building consensus and maintaining momentum toward a decision.
• Sell business outcomes rather than product features by demonstrating how AI-powered video can reduce production costs, accelerate content creation, improve localization, personalize communication, and enable new workflows.
• Support both web-based and API-driven use cases, translating technical concepts into clear business value for customers and collaborating with technical evaluators when needed.
• Maintain urgency throughout mid-market deal cycles by uncovering customer pain, connecting challenges to measurable business impact, establishing clear next steps, and preventing opportunities from stalling.
• Partner with product-led growth, marketing, product, customer success, and other teams to identify expansion, conversion, and usage-driven opportunities.
• Maintain strong CRM and pipeline discipline by keeping opportunity data accurate, forecasting reliably, tracking next steps, and distinguishing qualified pipeline from speculative opportunities.

Requirements:

• 6+ years of B2B SaaS sales experience, including at least 4 years in a closing role.
• Demonstrated success meeting or exceeding quota when selling to mid-market customers.
• Proven ability to generate a meaningful portion of your own pipeline through outbound prospecting.
• Experience managing multi-stakeholder sales cycles involving business cases, security reviews, procurement, negotiation, and complex decision-making.
• Strong discovery and consultative selling skills, with the ability to connect product capabilities to customer pain and business outcomes.
• Comfortable selling to a broad range of stakeholders across marketing, sales, customer success, learning and development, product, operations, IT, finance, and technical teams.
• High-agency, entrepreneurial mindset with a willingness to test new approaches, learn quickly, and build effective sales motions without relying on fully established playbooks.
• Excellent written communication skills, with the ability to create concise, persuasive outbound emails, proposals, follow-ups, and deal summaries.
• Strong prospecting and hunting skills, with enthusiasm for cold…