Mid-Market Account Executive, Scrunch

Job description

**About Scrunch** Scrunch (a Sitecore company) is helping businesses navigate one of the most significant shifts in digital marketing since the birth of search. As consumers increasingly rely on AI-powered discovery platforms to find information, brands are facing a new challenge: understanding how they appear, perform, and influence outcomes inside AI-generated experiences. Scrunch provides organizations with the visibility, insights, and intelligence required to succeed in an AI-first discovery landscape. We are building a category-defining company and helping marketing leaders, digital teams, agencies, and executives understand how AI is reshaping customer engagement, brand visibility, and growth. **About the Role** As an Account Executive at Scrunch, you will own the entire mid-market customer acquisition process from prospecting through close. This is a true full-cycle sales role. You will identify opportunities, create pipeline, run consultative discovery, develop business cases, manage evaluation processes, and close new business. You will sell directly to Marketing, Digital, SEO, Content, Demand Generation, Ecommerce, and Executive leadership teams that are navigating the impact of AI on customer discovery and brand visibility. This role is ideal for a highly motivated new-business seller who enjoys building pipeline, shaping customer strategy, and helping define a rapidly emerging market category. You will work closely with Marketing, SDRs, Product, Customer Success, and Leadership while helping shape Scrunch's commercial go-to-market motion. **What You'll Do** Own the Full Sales Cycle - Prospect, qualify, progress, and close new business opportunities - Manage opportunities from initial outreach through contract execution - Consistently exceed pipeline and revenue targets - Execute disciplined forecasting and opportunity management Build Pipeline - Generate pipeline through outbound prospecting, referrals, partnerships, and customer introductions - Partner closely with SDRs to maximize territory coverage and conversion - Develop and execute territory and account plans - Create executive-level engagement strategies for target accounts Lead Consultative Discovery: - Understand business priorities, growth objectives, and customer engagement challenges - Engage marketing, digital, content, SEO, ecommerce, and executive stakeholders - Translate technical AI visibility insights into business outcomes - Build compelling business cases tied to measurable customer impact Manage Complex Buying Cycles - Navigate multiple stakeholders and decision makers - Develop champions and executive sponsors - Drive evaluation and procurement processes - Lead negotiations and successfully close opportunities Contribute to Growth - Deliver market feedback to Product and Leadership - Help refine messaging, positioning, and competitive differentiation - Share best practices that improve sales performance across the team - Act as a market expert on AI-first discovery and digital visibility **What You'll Bring** *Required* - Proven success in net-new business acquisition - Demonstrated track record of meeting and exceeding quota - Experience managing full sales cycles from prospecting through close - Strong consultative selling skills - Excellent presentation and communication abilities - Ability to engage decision makers up to the executive level - Strong business acumen and problem-solving skills - High levels of accountability, grit, and ownership *Preferred* - 4-8+ years of SaaS sales experience - Experience selling MarTech, AdTech, SEO, Analytics, Digital Experience, Content, or AI solutions - Experience selling to marketing organizations - Understanding of SEO, content marketing, digital marketing, or customer experience technologies - MEDDIC or similar qualification methodology experience - Startup or high-growth company experience - Agency ecosystem familiarity **Work Location** This role is based near our Salem, NH office and requires regular in-office attendance. Candidates must be within a commutable distance of the Salem office and able to work onsite 3 days per week *Sitecore is proud to be an equal opportunity workplace. We are committed to equal employment opportunity without unlawful regard to race, colour, ancestry, religion, gender, national origin, sexual orientation, age, citizenship, marital status, disability, veteran status or any other local legally protected characteristic.*