Senior Mid-Market Account Executive

About the Opportunity:

As a Senior Mid-Market Account Executive, you are expected to operate as a consistently performing, highly autonomous closer who can both generate pipeline and drive complex deals to completion.  

You will own a defined Mid-Market territory and be responsible for developing a repeatable, data-driven approach to territory penetration, building multi-threaded relationships, and closing high-quality revenue.  

This role is ideal for a proven SaaS seller who has moved beyond learning the fundamentals and is ready to execute with precision, coachability, and strategic depth.  

What You’ll Do:

• Full-cycle ownership: from pipeline generation through close and expansion

• Consistent delivery against monthly, quarterly, and annual revenue targets  

• Accurate forecasting and disciplined pipeline management  

• Build and execute a strategic territory plan with named accounts, segmentation, and prioritization  

• Generate pipeline through targeted outbound and account-based prospecting (not just volume activity)  

• Run structured, consultative discovery that uncovers business pain, quantifies impact, and aligns to executive priorities  

• Lead multi-threaded sales cycles, engaging HR, TA, Finance, IT, and executive stakeholders  

• Deliver tailored demos and business cases that clearly articulate ROI and differentiation  

• Navigate procurement, legal, and security with confidence and momentum  

• Develop and execute deal strategies that include stakeholder mapping, risk mitigation, mutual action and close plans  

• Maintain high standards for forecast accuracy, deal hygiene, and CRM discipline  

• Partner effectively with SDRs, Marketing, Solutions Consulting, and Customer Success to maximize win rates  

What You Bring:

• 5–8+ years of quota-carrying SaaS sales experience  

• Proven track record of consistently meeting or exceeding quota in Mid-Market or Commercial segments  

• Demonstrated success closing complex, multi-stakeholder deals with ACVs aligned to Mid-Market motions  

• Strong outbound and pipeline generation capability with evidence of self-sourced revenue  

• Experience building and executing territory and account plans  

• High level of forecast accuracy and pipeline discipline  

• Ability to run value-based, consultative sales processes (SPICED, MEDDICC, or similar frameworks preferred)  

• Excellent communication, executive presence, and negotiation skills  

• High ownership mindset with strong business acumen and attention to detail  

• Extra bonus points if you’ve sold SaaS or HR tech before. 

• You don’t rely on activity alone — you focus on quality pipeline and conversion efficiency  

• You demonstrate strong deal inspection and self-coaching ability  

• You can articulate business value at the executive level, not just product features  

• You proactively identify deal risk and adjust strategy accordingly  

• You bring consistency and predictability to your performance