Account Executive, Mid-Enterprise

This is a full-cycle Mid-Enterprise Account Executive role selling into the 1,000-10,000 employee segment across SaaS and services companies, including implementation shops, digital marketing firms, consultancies, and IT services businesses. Average deals run $100K-$125K, with larger deals reaching $500K-$780K+, so the motion is complex, consultative, and multi-threaded. Average time to close is about 122 days — fast for six-figure deals.

Quota is $300K-$325K per quarter, split roughly 60% core platform and 40% the company's AI offering, which combines generative AI for reporting and governance with agentic AI that performs work like data migration and configuration. The team runs lean and deliberately keeps headcount low so reps get more accounts and more room to overachieve, and territories are graded and balanced across regions. Last year, most reps finished over quota, with several reaching well above 120% of target. Reports to the sales leader.

Details

• Location: San Francisco, New York, or Lehi, UT · Hybrid, 3 days/week
• Employment: Full-time
• Experience: 3 - 5 years
• Visa & work authorization: None available

About the company
A fast-scaling, Series C AI-first platform for customer onboarding, professional services, and post-sales delivery, helping SaaS and services organizations accelerate time-to-value and manage complex customer rollouts. Founded in 2020, now over 200 employees. New business grew 3x last year, revenue is north of $20M, and the company serves roughly 800 customers, with average contract value growing 35-40% year over year as it moves upmarket.

What you'll own

• Full-cycle execution on complex deals from $100K to $500K+, using a value-based, consultative, multi-threaded motion
• Pipeline generation in partnership with SDRs and marketing, while self-sourcing 20-30% of your own pipeline into target accounts
• Strategic logo acquisition, securing foundational partnerships with large SaaS and services organizations
• Deep product mastery of the platform and its AI features, including an in-house product certification, to lead technical discovery
• Stakeholder management across Post-Sales, Customer Success, and Services leadership
• Market and product feedback to leadership as new sub-verticals and use cases emerge

What we're looking for

• 3-5 years of full-cycle SaaS sales experience closing six-figure deals on 6+ month sales cycles
• Early-stage or high-growth experience (10-200 employee range), with high agency and evidence of full ownership rather than pure inbound reliance
• Genuine fluency in how AI is changing software, with the ability to speak credibly about agentic automation and platform integrations
• Rigorous discipline in territory strategy, discovery, and commercial negotiation
• Able to work hybrid, 3 days per week, in San Francisco, New York, or Lehi, UT

Nice to have

• Experience selling into or from the implementation and services space (e.g., Salesforce, ServiceNow, or Zendesk deployment shops, consultancies, IT services)
• Experience selling or running POCs for AI-based solutions
• A track record of staying 2+ years at a company and earning promotions during rapid scale
• Zero-to-one founding AE experience with agentic AI exposure