Account Executive, Mid-Market

Job description

**This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for an Account Executive, Mid-Market based in the United States.** The Account Executive, Mid-Market will drive revenue growth by identifying new business opportunities and expanding customer relationships in the cybersecurity market. This role is ideal for a commercially driven professional who thrives in a fast-paced, high-growth SaaS environment and enjoys owning the entire sales cycle. You will build and manage a strong pipeline, engage prospective customers across industries, and demonstrate the value of AI-powered email security solutions. Working closely with internal teams and regional channel partners, you will help deliver exceptional customer experiences while developing long-term business relationships. You will also contribute market insights that inform product innovation and commercial strategy. With uncapped earning potential and room to make a meaningful impact, this opportunity suits an entrepreneurial sales professional motivated by measurable results and continuous growth. ### Accountabilities: In this role, you will take ownership of the mid-market sales process, from prospecting and lead qualification to deal closure and partner relationship development. Your responsibilities will include: - **Pipeline generation:** Build, maintain, and continuously improve a healthy sales pipeline to achieve quarterly and annual revenue targets. - **Inbound lead management:** Respond to inbound leads promptly and systematically, qualifying prospects and converting them into viable sales opportunities. - **Outbound prospecting:** Identify and engage potential customers across multiple industries through proactive outreach, sales calls, and targeted prospecting activities. - **Full-cycle sales execution:** Manage the entire sales process, including discovery, qualification, presentations, negotiations, and closing. - **Value-based selling:** Communicate the value proposition of AI-driven email security solutions, clearly differentiating the offering from competing products and providers. - **Salesforce management:** Maintain accurate and up-to-date opportunity records, activities, and pipeline information in Salesforce (SFDC), using it as the primary source of sales data. - **Channel partner development:** Build and nurture relationships with regional channel partners to strengthen market reach, generate opportunities, and establish long-term partnerships. - **Cross-functional collaboration:** Work with internal teams and available resources to prepare compelling proposals, deliver effective customer engagements, and ensure high-quality execution. - **Market feedback:** Share customer insights, competitive intelligence, and market recommendations with Product and Engineering teams to support continuous improvement. - **Performance achievement:** Consistently pursue and exceed sales targets while maintaining accountability, strong execution, and a focus on sustainable revenue growth. **Requirements:** The ideal candidate will bring proven SaaS sales experience, strong prospecting and negotiation capabilities, and a genuine interest in cybersecurity. Success in this role requires commercial discipline, independence, and the ability to build trust with customers and partners. Key qualifications include: - **Professional experience:** 3–5 years of experience in SaaS sales and business development. Previous cybersecurity sales experience is a strong advantage. - **Cybersecurity knowledge:** Familiarity with threat intelligence, incident response, Security Operations Center (SOC) environments, or user security awareness is preferred. - **Sales performance:** A demonstrated record of consistently meeting sales quotas and delivering measurable revenue results. - **Sales methodologies:** Experience applying structured sales frameworks such as Challenger, MEDDPICC, or MEDDIC. - **Channel partnerships:** Experience developing, cultivating, and managing relationships with channel partners. - **CRM and prospecting tools:** Strong proficiency with Salesforce and LinkedIn for pipeline management, prospect research, and sales execution. - **Entrepreneurial experience:** Previous experience in a startup, early-stage business, or rapidly scaling company is an advantage. - **Communication and presentation:** Excellent verbal and written communication skills, with the ability to present value propositions effectively to stakeholders at all levels of an organization. - **Negotiation and influence:** Strong negotiation skills and the ability to shape opportunities, address objections, and move complex deals toward closure. - **Relationship building:** Excellent interpersonal skills, with the ability to establish credibility and build lasting relationships through phone calls, video meetings, and in-person interactions. - **Self-management:** A proactive, independent working style, with strong time management and the ability to balance competing priorities with minimal supervision. - **Analytical thinking:** The ability to assess opportunities, understand customer needs, and use data and insights to guide sales decisions. - **Team collaboration:** A collaborative approach and the ability to work effectively in a transparent, cross-functional, and fast-paced environment. - **Personal integrity:** A strong work ethic, accountability, trustworthiness, and commitment to ethical business practices. - **Interest in technology:** A genuine passion for cybersecurity, technical solutions, and helping organizations strengthen their security posture. **Benefits:** The role offers a performance-oriented environment with opportunities for professional growth and significant earning potential. - **Uncapped earning potential:** Commission-based earnings tied to sales performance, with no stated cap on potential earnings. - **Revenue-focused incentives:** The opportunity to increase compensation by achieving and exceeding quarterly and annual sales targets. - **High-growth environment:** Work in a fast-paced cybersecurity SaaS business focused on innovation and continuous improvement. - **Career development:** Opportunities to strengthen expertise in SaaS sales, cybersecurity, business development, and channel partnerships. - **Cross-functional exposure:** Collaborate with Sales, Product, Engineering, and other teams to influence customer outcomes and product development. - **Entrepreneurial ownership:** Take responsibility for building a pipeline, developing customer relationships, and contributing directly to business growth.