Mid-Market Account Executive

Job description

RevenueCat removes the headaches of building and scaling in‑app subscriptions. Since graduating from YC’s S18 batch we’ve grown into the default monetization platform for mobile: we’re in >40% of newly shipped subscription apps, we process $12B+ in annual purchase volume, and we help everyone from a solo dev in Brazil to the OpenAI mobile team understand and grow their revenue. We’re a remote‑first crew of 150+, spread across 25+ countries, and guided by values we actually practice: Customer Obsession, Always Be Shipping, Own It, and Balance. If you want your work to touch hundreds of millions of end‑users (and help the developers behind them get paid), you’ll fit right in. THE ROLE Most software sales roles are built around a fundamental conflict of interest: the rep needs a signed contract to get paid, but the customer might be better off on a self-serve plan. We don't play that game. RevenueCat is a product-led, usage-based platform. Our goal is simple: we want the best apps in the world running on RevenueCat, and we want them to be wildly successful. How they pay us - whether they swipe a credit card on a self-serve tier or sign a custom enterprise agreement - is a secondary detail. That's why our Mid-Market Account Executives are compensated differently than almost anywhere else in SaaS. You are comped on the customers in your portfolio being on RevenueCat and growing their revenue, regardless of whether they ever sign a piece of paper with your name on it. This completely changes the job. You aren't a high-pressure closer trying to force a square peg into a round contract at the end of the quarter. You are a trusted advisor, a mobile growth expert, and the face of RevenueCat in the market. Your job is to meet developers where they are, help them discover what RevenueCat can do, evaluate if we're the right fit, and - if the timing is right - guide them onto the platform. You'll lead with value, not with a pitch deck. One day you might be helping a fast-growing fitness app decide on weekly versus annual plans; the next, you're flying to App Promotion Summit in London to host a dinner for top-grossing gaming studios; and the day after, you're connecting a prospect with our internal Growth Advisory team to tear down their paywall. You will be out in the field, building relationships, doing demos, and representing RevenueCat wherever app builders gather. You'll become a world-class expert not just on our platform, but in the business of mobile growth. If you love the thrill of building pipeline and winning deals, but can do without the incentives of traditional SaaS sales, this is the role you've been looking for. WE'RE LOOKING FOR SOMEONE WHO: - Leads with value, not a hard close. You understand that in a developer-focused, PLG motion, trust is your most valuable currency. You'd rather tell a prospect "we aren't the right fit for you right now" than force a bad deal. You win by being the most helpful person in the room. - Is a student of the app economy. You don't just want to learn our product; you want to understand how our customers make money. You're eager to become an expert in consumer app monetization, user acquisition, paywall optimization, and the broader mobile ecosystem. When a founder asks you a question about LTV modeling, you don't just route them to a support doc - you have an informed opinion. - Thrives in the field. You aren't looking for a desk job where you just grind through a Zoom queue all day. You want to be out in the world - traveling to conferences like GDC or App Promotion Summit, hosting dinners, shaking hands, and building a network of the best app builders on the planet. - Captains their own ship. We don't have SDRs at RevenueCat. You will own your entire pipeline, from the first cold outbound message or event follow-up to the final onboarding handoff. You are organized, relentless, and don't wait for marketing to hand you a lead. Translates technical complexity into business value. You don't need to write production code, but you need to be comfortable talking to the people who do. You can seamlessly shift from a gritty API integration discussion with a CTO to a strategic ROI conversation with a VP of Growth. WHAT YOU’LL BE RESPONSIBLE FOR - Full-cycle, value-led sales: Managing a portfolio of mid-market prospects and customers. Guiding them through discovery, evaluation, and onboarding. Helping them choose the right path onto RevenueCat - whether that's a self-serve tier or a custom contract - without bias. - Field presence and relationship building: Traveling to major industry events, conferences, and regional hubs to represent RevenueCat. Hosting dinners, leading workshops, and building a deep network within the mobile app ecosystem. - Outbound pipeline generation: Researching and identifying high-potential apps that aren't yet using RevenueCat. Crafting highly personalized, value-first outreach to start conversations with founders, engineering leaders, and growth teams. - Growth advisory: Acting as a subject matter expert for your prospects. Helping them understand not just how to implement RevenueCat, but how to use our data to improve their paywalls, optimize their UA, and grow their revenue. - Cross-functional collaboration: Partnering with Sales Engineering on complex technical evaluations, handing off smoothly to Customer Success, and feeding market insights back to our Product and Marketing teams. WHAT SUCCESS LOOKS LIKE WITHIN THE FIRST MONTH, YOU’LL: - Immerse yourself in the RevenueCat product, our pricing model, and the mobile monetization landscape. You'll shadow calls with our Strategic AEs and Customer Success team to learn the talk tracks. - Understand our unique compensation model and how to track your portfolio's growth, regardless of their billing type. - Identify your first 20 target accounts, build your outreach strategy, and launch your first personalized campaigns. - Pick up your first inbound calls that fit our mid-market customer criteria. WITHIN THE FIRST 3 MONTHS, YOU’LL: - Be fully ramped and running your own discovery calls, demos, and evaluations. You'll be comfortably guiding prospects through the decision-making process. - Have attended your first major industry event or conference on behalf of RevenueCat, generating new pipeline and building relationships in the field. - Have successfully guided your first cohort of customers onto the platform, celebrating their launch and revenue growth. WITHIN THE FIRST 6 MONTHS, YOU’LL: - Be consistently hitting your portfolio growth targets, driven by a healthy mix of inbound hand-raisers and your own outbound efforts. - Be recognized internally and by your prospects as a genuine expert in mobile growth, able to advise on best practices beyond just our platform. - Have established a repeatable playbook for your territory or segment, sharing what works with the rest of the GTM team. AFTER 12 MONTHS, YOU’LL: - Have built a massive, high-performing portfolio of mid-market customers who view you as a trusted partner in their business. - Be a fixture in the mobile app community, known by name at industry events and trusted by founders and growth leaders. - Have contributed to RevenueCat's overall revenue growth, while maintaining the high-trust, value-first reputation that defines our brand. WHAT YOU’LL NEED TO BE SUCCESSFUL: - 3-5+ years of B2B sales experience, ideally selling SaaS, developer tools, or infrastructure. You have a track record of consistently hitting or exceeding targets. - Experience in a "hunter" role where you were responsible for generating your own pipeline. You know how to research an account, find the right stakeholders, and craft outreach that actually gets a response. - A genuine willingness to travel (roughly 20-30% of the time) for conferences, customer meetings, and field events. - Exceptional communication skills, both written and verbal. You can command a room during a live demo and write a crisp, persuasive async brief. - A high degree of comfort with technical products. You don't need to be an engineer, but you need to be able to learn the vocabulary of mobile development (SDKs, APIs, webhooks, App Store Connect). - Experience working in a remote-first, asynchronous environment, managing your own time and priorities effectively. IDEALLY, YOU: - Have sold into the mobile app ecosystem before, or have a strong personal interest in the space. - Have experience working in a Product-Led Growth (PLG) environment where self-serve and sales-assist motions coexist. - Have built a network within a specific industry vertical (e.g., health & fitness apps, mobile gaming, utilities). WHAT WE OFFER: - Competitive equity in a fast-growing, Series C startup backed by top-tier investors, including Y Combinator - 10-year window to exercise vested equity options - Fully remote and flexible work environment - 4-5 weeks of suggested time off annually for mental, physical, and emotional recharge - $2,000 USD for workspace setup and $1,000 USD annual stipend for continuous learning Curious about the interview process? Discover more in our blog post https://www.revenuecat.com/blog/company/how-we-hire-at-revenuecat/ about how we hire and learn tips to help you succeed.